Financial Justification
Virtual Edition

Establish a financial advantage and sell at the executive level.

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

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.

Structure

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,

Price

$1,990 per attendee

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

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Financial JustificationVirtual Edition