Financial Justification

Establish A Financial Advantage and Sell At The Executive Level

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Objective

Enable attendees to financially justify, develop, and present a sound business case by demonstrating and quantifying the value of their products, services, and solutions to their prospects and customers.

Course Synopsis

Attendees compete for “The Order” in an interactive and fun learning environment. At Sales Concepts, we believe there is no single “Right Way” to sell. Using our unique experiential learning methodology we are able to 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.

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 via 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 sales people win capital-intensive, big-ticket complex business at the executive level.

Video recordings of the two simulated customer encounters result in meaningful personal constructive feedback. Attendees that develop and present the best business cases win The Order.

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.
Program Length
2 days of Experiential Training
Class Size
Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1
Structure
Theory
8.0 hours
Interactive Workshops
4.5 hours
Sales Call Simulation
4.0 hours
Personal Feedback
2.0 hours

Total Instruction:
18.5 hours
Course Agenda
First Day

8:00
9:30
Introduction and the Sales Reality
9:30
10:30
Financial Concepts
10:30
12:00
Building A Business Case – An Overview
12:00
1:15
Lunch
1:15
2:15
Presenting A Business Case
2:15
3:15
Questions Unlock The Information
3:15
3:30
Sales Call Logistics
3:30
5:30
Meeting with the Customer – Video Recorded
Second Day

8:00
9:15
Video Review – Meeting with the Customer
9:15
10:15
Establishing and Quantifying Value
10:15
10:30
Break
10:30
12:00
Financial Justification Workshop
12:00
1:15
Lunch
1:15
3:15
Second Meeting with the Customer – Video Recorded
3:15
4:15
Video Review – Second Meeting with the Customer
4:15
5:15
Closing Strategies and Creative Thinking
5:15
5:30
Course Summary and Presentation of The Order Award

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