The Financial Proposition

This highly interactive, eight hour On-Line program gives you a clear picture of how to position your solution in business terms.

On-line Program

In order to sell at the director level and above you must begin to move from a product sale to a solution sale by identifying and solving business problems that are keeping your customer from achieving their performance goals. This highly interactive, eight hour On-Line program gives you a clear picture of how to position your solution in business terms. The eight hours of content can be split up to suit your organization’s culture and needs.

Overview

During challenging economic times, more and more executives become involved in decisions about major purchases, but few salespeople know how to speak their language. A former senior corporate executive will guide you, step-by-step, through an analysis of the financial reports and the development of a value proposition for one of your account opportunities. You will learn to position your proposed products or services as highly valuable solutions to help your customers achieve their corporate business goals.

Who

Any Sales or Technical Professional or Manager

Objectives

By the end of this interactive program, sales professionals will have developed a value proposition for one of their actual accounts that:

  • Addresses specific company needs to increase revenue, retain the customer base and expand market share, reduce SG&A costs or achieve other high priority company-wide goals
  • Positions the proposed purchase in terms of high priority corporate business goals and concerns revealed by an analysis of the company’s Annual Report and news articles
  • Can serve as a template for a value proposition that can be adapted to other accounts, based on an analysis of their financials

Customize Financial Proposition

Kirby & Associates will customize The Financial Proposition to meet your sales team's current challenge. Learn more about our customization process.