Establish A Financial Advantage and Sell At The Executive Level
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.
Attendees compete for "The Order" in an interactive and fun learning environment. At Sales Concepts, we believe there 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.
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 return, 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 salespeople win capital-intensive, big-ticket complex business at the executive level.
Video recordings of the two simulated customer encounters result in meaningful personal constructive feedback. Attendees that develop and present the best business cases win The Order.
Building A Business Case
Establish value and create a sense of urgency.
Understand how decisions are made from a financial perspective at the executive level.
You can't just say it, you have to prove it.
The Sales Process
Fit into the customer's buying cycle.
Establishing a Financial Advantage
Understand and position your unique benefits.
Selling Value Instead of Price
Business is seldom lost because of price alone.
Asking Financial Questions
How to obtain the information to build a sound financial case.
Listening for Financial Information
You've asked great questions, now listen and understand the answers.