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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  • 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, and cost of ownership, etc. Attendees are introduced to financial concepts and how to use them uniquely to cost 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 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.
  • 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 April 27, 2023 to June 29, 2023
  • $1,990 per attendee
Click here to register.
Course Agenda
Session 1 Thursday, April 27, 2023
Introduction and the Sales Reality
Session 2 Thursday, May 4, 2023
Financial Concepts Part I
Session 3 Thursday, May 11, 2023
Building a Business Case - An Overview
Session 4 Thursday, May 18, 2023
Presenting a Business Case
Session 5 Thursday, May 25, 2023
Questions Unlock the Information
Week of May 29, 2023 ~ First customized virtual sales call
One Hour (date and time determined with employee)
Session 6 Thursday, June 8, 2023
Establishing and Qualifying Value
Session 7 Thursday, June 15, 2023
Closing Strategies and Creative Thinking
Week of June 19, 2023 ~ Second customtized virtual sales call
One Hour (date and time determined with employee)
Session 8 Thursday, June 29, 2023
Course Summary

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See our course schedule for more dates.
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