How to present ROI live on a sales call
July 14, 2026 · 6 min read
By Kennon C. Bauman, founder of PropelQuote
To present ROI live on a sales call, send the client a link to a read-only view and enter their own numbers while they talk: monthly cost of the problem, how long it has lasted, what a good month looks like. They watch the value range build on screen, then you move straight to tiered pricing.
The problem with 'I'll send that over'
Most pricing conversations end with a promise to follow up. By the time the proposal lands, the urgency the client felt on the call has evaporated, and your carefully built value case arrives as an attachment they skim on a phone.
Modelling the client's potential financial loss or upside during a sales call keeps the emotional weight of the client's problem attached to the ROI estimate.
How the live ROI presenter works
PropelQuote's live ROI presenter gives you a shareable client-facing view that updates as you type. You open the presenter panel, send the client a link, and they watch a clean read-only page while you enter their figures on your side. There is nothing to install and no screen share required — the page polls for updates every second and a half.
The client view shows only what you chose to show: your selected anchor (high, low, middle, or a range), the investment, the resulting return, and your ROI disclaimer. Your framework comparison, cost basis, and margin check stay private.
Your logo and business name carry across from your proposal branding, so the live view looks like your document, not a generic calculator.
A script that works
Keep the live ROI sales conversation collaborative. Consultants enter the client's numbers, not their own assumptions.
- "Roughly what is this costing you each month right now?" Enter it while they talk.
- "And how long has it been like that?" The cost of inaction figure appears on their screen.
- "If we fixed it, what does a good month look like instead?" Now the upside framework fills in.
- "Here is the range we are working with." Pause. Let them react to their own numbers.
- "Given that, here is what the engagement would look like." Move to tiers.
From the call to a signed proposal
PropelQuote Pro users can save a live ROI session and reopen it later, or hand the figures straight into the proposal builder so the value model built with the client becomes the anchor in the proposal. The resulting proposal has one share link with tiered pricing, terms, a typed e-signature block, and your own payment link.
Free accounts get the presenter as a private scratchpad; sharing a live link with a client is a Pro feature.
Key takeaways
- Model value during the call, not after it.
- Share a read-only link instead of a screen share — it renders on their phone.
- Show only the anchor you chose; keep framework comparisons and costs private.
- Hand the finished session into the proposal builder while the client is still warm.
Sources
- Kahneman & Tversky (1979), "Prospect Theory: An Analysis of Decision under Risk," Econometrica 47(2)The original study showing people weigh losses more heavily than equal gains — the reason a cost-of-inaction figure lands harder than an upside figure.
- Samuelson & Zeckhauser (1988), "Status Quo Bias in Decision Making," Journal of Risk and Uncertainty 1Experimental evidence that decision-makers stick with the current option, which is why the cost of doing nothing has to be made visible.