Financial Justification
Virtual Edition

Establish a financial advantage and sell at the executive level.
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Financial Justification — Sales Concepts

Objective

  • Develop, justify, and present a sound financial business case that proves the unique value of your solutions.
  • Understand and establish your unique financial benefits.
  • Sell and present effectively at the executive level.

Course Synopsis

This class helps salespeople win capital‑intensive, big‑ticket orders at the executive level. User and technical influences often cannot purchase capital‑intensive products or services—the decision is typically made by the economic buyer and/or a buying committee.

Decisions are made via financial justification models such as cash flow, payback, ROI, life‑cycle returns, and total cost of ownership. Attendees are introduced to these financial concepts and learn how to use them to justify their products and services. Two simulated customer encounters provide constructive, personal feedback.

Topics Covered

Building a Business Case
Establish value and create urgency.
Financial Concepts
How executives make decisions using financial models.
Quantifying Benefits
You can’t just say it—you must prove it.
The Sales Process
Fitting into the customer’s buying cycle.
Establishing a Financial Advantage
Identify and position unique benefits.
Selling Value Instead of Price
Why business is seldom lost on price alone.
Asking Financial Questions
Get the data you need for a sound case.
Listening for Financial Information
Turn answers into quantified value.
Cost vs. Price
Why a lower price may cost more.
Closing Strategies
Use quantified value to close business.

Structure

  • Seven interactive online, one-hour sessions.
  • Two customized virtual sales calls via your preferred platform, with instructor feedback.
  • Thursdays at 2:00 PM ET / 11:00 AM PT from to .

Price

$1,990 per attendee

Course Syllabus

  • Session 1 — Introduction and the Sales Reality
  • Session 2 — Financial Concepts
  • Session 3 — Building a Business Case — An Overview
  • Session 4 — Presenting a Business Case
Week of February 16, 2026 — First customized virtual sales call with feedback (One hour; date and time set with participant).
  • Session 5 — Establishing and Quantifying Value
  • Session 6 — Closing Strategies and Creative Thinking
Week of March 9, 2026 — Second customized virtual sales call with feedback (One hour; date and time set with participant).
  1. Session 7 — Course Summary and Review

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