Financial Justification
Virtual Edition

Establish a financial advantage and sell at the executive level.

Establish A Financial Advantage and Sell At The Executive Level

Click here to register.
  • 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

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 justify their products and services.

Two simulated customer encounters result in constructive personal 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 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.
  • Eight interactive online 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 July 13, 2023, to September 14, 2023,
  • $1,990 per attendee
Click here to register.
Course Agenda
Session 1 Thursday, July 13, 2023
Introduction and the Sales Reality
Session 2 Thursday, July 20, 2023
Financial Concepts Part I
Session 3 Thursday, July 27, 2023
Building a Business Case - An Overview
Session 4 Thursday, August 3, 2023
Presenting a Business Case
Session 5 Thursday, August 10, 2023
Questions Unlock the Information
Week of August 14, 2023 ~ First customized virtual sales call
One Hour (date and time determined with employee)
Session 6 Thursday, August 24, 2023
Establishing and Qualifying Value
Session 7 Thursday, August 31, 2023
Closing Strategies and Creative Thinking
Week of September 4, 2023 ~ Second customized virtual sales call
One Hour (date and time determined with employee)
Session 8 Thursday, September 14, 2023
Course Summary

Register Now!
Click here to register.
See our course schedule for more dates.
For More Information On This Or Other Courses Contact Us

Subscribe to our newsletter!
Get tips and ideas to help you sell more.

Stay updated on our news and events! Sign up to receive our newsletter.