Overview:

All major purchases have some form of business case. Within that business case is a Return on Investment analysis. ROI selling enables a metrics focused dialog to be developed with the customer to influence the business case and to ensure your solution value is recognized during the financial sign-off phase of the sales process. The course develops your formal ROI skills allowing you to drive the financial dialogue in a positive and pro-active manner.

Learning Outcomes:

• Understand financial terminology
• Conduct financial based conversations with the finance people
• Influence the financial sign-off process
• Develop confidence to have financial conversations
• Learn how to build and present a business case

Who this course is for:

Sales people needing to have a business metrics dialogue with customers using financial terminology.

Benefits to you:

Customers build business cases for financial approval for all or most large projects. Being an active part of your customer’s process gives you the insight and helps to influence the decision. Having a clear understanding of the power of ‘your’ business case positions you with a competitive advantage when you negotiate with purchasing.

Benefits to your organization:

Having your sales people engaged in the financial dialogue, and fully understanding their financial decision making process gives them more control to influence the outcome in a positive manner.