Financial Justification - Virtual Edition

Establish A Financial Advantage and Sell At The Executive Level

Objective

Enable attendees to develop, justify, and present a sound financial business case that demonstrates the unique value of your products, services, and solutions.
Understand and establish your unique financial benefits.
Sell and present at the executive level.

Course Synopsis

At Sales Concepts, we believe there is no single "Right Way" to sell. Using our unique experiential learning methodology we 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 and decision makers.

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 using 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 online customer encounters result in meaningful personal constructive feedback.

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 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.

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

Closing Strategies
	Use unique financial benefits to close business.

Structure

Nine interactive on-line one-hour sessions
Two customized virtual sales calls via Zoom or the video conferencing platform of your choice.
Tuesdays at 11:00 AM ET/8:00 AM PT from September 7, 2021 to November 9, 2021

Price

$1,990 per attendee

Course Agenda

Session I	Tuesday, September 7, 2021 Introduction and the Sales Reality

Session II	Tuesday, September 14, 2021 Financial Concepts Part I

Session III	Tuesday, September 21, 2021 Financial Concepts Part II

Session IV	Tuesday, September 28, 2021 Building a Business Case - An Overview

Session V	Tuesday, October 5, 2021 Presenting a Business Case

Session VI	Tuesday, October 19, 2021 Questions Unlock the Information

Week of October 18, 2021 ~ First customized virtual sales call One Hour (date and time determined with employee)

Session VII	Tuesday, October 26, 2021 Establishing and Qualifying Value

Session VIII	Tuesday, November 2, 2021 Closing Strategies and Creative Thinking

Week of November 1, 2021 ~ Second customtized virtual sales call One Hour (date and time determined with employee)

Session IX	Tuesday, November 9, 2021 Course Summary

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See our course schedule for more dates.
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