Financial Justification

Establish A Financial Advantage and Sell At The Executive Level

Objective

Enable attendees to financially justify, develop, and present a good business case by demonstrating and quantifying the value of their products, services, and solutions to their prospects and customers.

Course Synopsis

This class helps salespeople win capital-intensive, big-ticket orders at the executive level. The user and technical influences often cannot purchase capital-intensive products or services. The decision is usually 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, payback, return on investment, life-cycle returns, cost of ownership, etc. Attendees are introduced to financial concepts and how to use them uniquely to cost justify their products and services.

The 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.

Topics Covered

Building A Business Case
	Establish value and create a sense of urgency.

Financial Concepts
	Understand how decisions are made from a financial perspective at the executive level.

Quantifying Benefits
	You can't just say it; you must 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.

The Difference Between Cost and Price
	Why a lower price may cost more.

Closing Strategies
	Use unique financial benefits to close business.

Program Length

2 days of Experiential Training

Class Size

Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1

Structure

Theory	8.0 hours
Interactive Workshops	4.5 hours
Sales Call Simulation	4.0 hours
Personal Feedback	2.0 hours

Total Instruction:	18.5 hours

Course Agenda

First Day


	8:00	-	9:30	Introduction and the Sales Reality
	9:30	-	11:00	Financial Concepts
	11:00	-	12:00	Building A Business Case - An Overview
	12:00	-	1:15	Lunch
	1:15	-	2:15	Presenting A Business Case
	2:15	-	3:15	Questions Unlock The Information
	3:15	-	3:30	Sales Call Logistics
	3:30	-	5:30	Meeting with the Customer (Video Recorded)

Second Day


	8:00	-	9:15	Review Meeting with the Customer
	9:15	-	10:15	Establishing and Quantifying Value
	10:15	-	10:30	Break
	10:30	-	12:00	Financial Justification Workshop
	12:00	-	1:00	Lunch
	1:00	-	3:00	Second Meeting with the Customer (Video Recorded)
	3:00	-	4:00	Review Second Meeting with the Customer
	4:00	-	4:45	Closing Strategies and Creative Thinking
	4:45	-	5:15	Course Summary and Presentation of The Order Award

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