Financial Justification - Virtual Edition

Establish A Financial Advantage and Sell At The Executive Level

Establish A Financial Advantage and Sell At The Executive Level

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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.
  • Thursdays at 4:00 PM ET/1:00 PM PT from January 20, 2022 to March 17, 2022
Price
  • $1,990 per attendee
Click here to register.
Course Agenda
Session I Thursdays, January 20, 2022
Introduction and the Sales Reality
Session II Thursdays, January 27, 2022
Financial Concepts Part I
Session III Thursdays, February 3, 2022
Financial Concepts Part II
Session IV Thursdays, February 10, 2022
Building a Business Case - An Overview
Session V Thursdays, February 17, 2022
Presenting a Business Case
Session VI Thursdays, February 24, 2022
Questions Unlock the Information
Week of February 21, 2022 ~ First customized virtual sales call
One Hour (date and time determined with employee)
Session VII Thursdays, March 3, 2022
Establishing and Qualifying Value
Session VIII Thursdays, March 10, 2022
Closing Strategies and Creative Thinking
Week of March 7, 2022 ~ Second customtized virtual sales call
One Hour (date and time determined with employee)
Session IX Thursdays, March 17, 2022
Course Summary

Register Now!
Click here to register.
See our course schedule for more dates.
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