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Establish A Financial Advantage and Sell At The Executive Level
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Program |
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Attendees compete for "The Order" in an interactive and fun learning environment. At Sales Concepts, we believe their is no single "Right Way" to sell. Using our unique experiential learning methodology we are able to customize this program for the individual needs of each attendee! Our goal is to help each individual person enrolled in Financial Justification build and present sound financial cases for executives. |
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Program Length |
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2 days of Experiential Training |
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Class Size |
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Minimum of 8 and maximum of 24 participants. Instructor to Student Ratio = 4 to 1 |
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Objectives |
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Enable attendees to financially justify, develop, and present a sound business case by demonstrating and quantifying the value of their products, services, and solutions to their prospects and customers.
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Structure |
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| Theory |
8.0 hours
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| Interactive Workshops |
4.5 hours
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| Sales Call Simulation |
4.0 hours
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| Personal Feedback |
2.0 Hours
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Total Instruction:
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18.5 Hours
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Topics Covered |
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| Building A Business Case |
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Establish value and create a sense of urgency. |
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| Financial Concepts |
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Understand how decisions are made from a financial perspective at the executive level. |
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| Quantifying Benefits |
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You can’t just say it, you have to prove it. |
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| The Sales Process |
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Fit into the customer’s buying cycle. |
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| Establishing a Financial Advantage |
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Understand and position your unique benefits. |
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| Selling Value Instead of Price |
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Business is seldom lost because of price alone. |
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| Asking Financial Questions |
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How to obtain the information to build a sound financial case. |
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| Listen for Financial Information |
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You've asked great questions, now listen and understand the answers. |
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| The Difference Between Cost and Price |
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Why the lowest price may cost more. |
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| Closing Strategies |
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Use unique financial benefits to close business. |
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Course Synopsis |
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User and technical influences are often unable to purchase capital intensive products or services. Usually the decision is made at the executive level by the economic buyer and/or a buying committee. Decisions are made via financial justification models such as cash flow, hurdle rates, payback, return on investment, life-cycle costs, etc. During the course, attendees are introduced to financial concepts and how to use them to uniquely cost justify their products and services. This class helps sales people win capital intensive big-ticket orders at the executive level.
Video recordings of the two simulated customer encounters result in personal constructive feedback. Attendees that develop and present the best business cases win The Order.
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Course Agenda |
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| First Day |
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8:00
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9:30
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Introduction and the Sales Reality |
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9:30
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11:00
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Building A Business Case - An Overview |
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11:00
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12:00
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Financial Concepts |
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12:00
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1:15
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Lunch |
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9:45
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10:45
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Customer Buying Styles - The Method |
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10:45
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12:15
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Recognizing Customer Buying Styles |
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12:15
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1:15
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Lunch |
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1:15
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2:15
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Presenting A Business Case |
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2:15
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3:15
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Questions Unlock The Information |
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3:15
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3:30
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Sales Call Logistics |
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3:30
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5:30
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Meeting with the Customer - First On-Site Sales Call (Video Recorded |
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| Second Day |
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8:00
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9:00
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Video Review - Meeting with the Customer |
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9:00
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10:00
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Establishing and Quantifying Value |
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10:00
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10:15
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Break |
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10:15
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11:15
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Financial Justification Workshop |
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12:15
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1:15
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Lunch |
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1:15
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3:15
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Second Meeting with the Customer - Video Recorded |
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3:15
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4:15
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Video Review - Second Meeting with the Customer |
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4:15
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5:15
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Closing Strategies and Creative Thinking |
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5:15
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5:30
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Course Summary and Presentation of The Order Award |
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Copyright ©2010 Sales Concepts, Inc. 610 Hembree Parkway, Suite 407, Roswell, GA 30076-3817 USA
678.624.9229 | info@salesconcepts.com | 800.229.2328
Sales Training Programs | Performance Improvement
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