Objectives
Learn and understand the 4 financial indicators necessary to present a profitability to a client
Know how to calculate and present the financial profitability of a solution for a client
Develop self-confidence and credibility to speak in a "financial" way
Minimize and neutralize the price objection, by highlighting the superior benefits of our solution.
Participants
- Sales people
- Key-Account Managers
- Sales Managers
- General Managers
Prerequisites
- Participants must master the basics of selling
Programme
- Key Performance Indicators (KPIs) to judge the profitability of an investment: Weighted Average Cost of Capital, Discounted Cash Flow, Net Present Value of an investment, Time to Return on Investment.
- What information from the client to prepare a "financial value" presentation
- How to get our contacts to contribute to the preparation of a financial business case
- An effective presentation tool (provided during the course)
- The 2 main objections to overcome and how to deal with them
- How to present our proposal to Mr Big Cheese
- Training participants to present financial value
Methodology
- Group work on real or virtual cases
- Inductive facilitation to encourage active participation
- Individual coaching during the course
- Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"
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