Tailor made training (in company)
Are your sales people reluctant to have discussions about finance with their commercial interlocutor? Do they know terms like ROI, IRR and ROE too vaguely to bring them up during their commercial conversations. Do you wish to make a difference in Sales and go beyond product argumentation and needs discovery? Then this course is for your Sales team.
When, as a senior salesperson or Business Developer, you have to propose larger projects and quotations of a certain amount, classic sales techniques are no longer enough. A CFO has (less) ear for that.
Programme
The 4 essential objectives.
1. Be able to use financial concepts and terminology in proposing an investment plan to a CFO /C-level board.
2. Discover customers’ core needs and fears systematically and offer an appropriate value-added solution.
3. Be able to act as a senior interlocutor, from the point of view of ‘partner in business’ instead of a classic salesperson.
4. Move away from price and focus on solutions and Total Benefits of Ownership (TBO)
Content training
- Introduction & situating financial elements.
- The Financial Statements
- The balance sheet
- Assets
- Fixed
- Current
- Liabilities
- Equity
- Short-term debt
- Long-term debt
- Permanent capital
- Working capital Working capital
- Assets
- Income statement
- The balance sheet
- Financial analysis
- Liquidity
- Solvency
- Profitability
- Financial terminology
- Costs vs Investments (Opex vs Capex)
- Equity & Private Equity
- ROE
- EBITA and EBIT
- TCO and TBO
- ROI
- TVT
- NPV
- IRR
- What is an interesting IRR for a company?
- What is the IRR of your project/quote? Exercise on your quotations.
- Be able to act as a senior interlocutor
- Preparation : knowing your client and becoming a ‘partner in business’.
- Sector knowledge?
- Mapping Decision Making Unit (DMU).
- Typical industry pain points vs solution offered
- Questions to ask
- Convincing a CFO / Board.
- Exercises in which participants present huin project/offer using Financial analysis and focus on Total Benefits of Ownership (TBO) and solution selling
TRAINING METHOD
Discover
Prior to the training, participants are given an online survey to test their financial knowledge. This allows us to further tailor the training.
Deliver
- 2 day practical in-company training.
- Using various cases and exercises, participants will gain a clear understanding of a balance sheet and the various financial terms and ratios.
- Between the 2 session days, participants will have to prepare a presentation based on a real proposal they have in their pipeline. The focus here will be on the use of financial analysis and focus on Total Benefits of Ownership (TBO) and solution selling.
- Participants will have to simulate commercial presentations of existing projects/bids to a CFO.
Decondition
- VAH Consulting offers several opportunities to further apply the skills and techniques learned over time. Contact us for more information.
Docent
This course is taught by Professor Ronald Poppe.
Besides a past CFO and board member, Ronald is also a lecturer in finance at Erasmus University Rotterdam and ESSEC Paris and a successful international speaker.
Check out the complete training offer of VAH Consulting.
More information
Contact us for more information. If you would like more information about the content, you can always request an appointment with no obligation.
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