Finance for Sales Professionals Course
Develop greater commercial awareness
The Finance for Sales Professionals course helps salespeople understand the financial implications of the decisions they make and the conversations they have with customers.
A stronger understanding of finance can help sales professionals move beyond discussions about price and consider issues such as value, margin, profitability and return on investment. It can also make it easier to communicate with finance professionals and senior decision-makers within customer organisations.
Use financial understanding in customer conversations
Participants will develop their understanding of commonly used financial terminology and learn how organisations assess financial performance. They will also consider how pricing decisions, discounts and costs can influence profitability.
The course does not require an accounting background. Its focus is on providing practical financial knowledge that sales professionals can use to make better commercial decisions and have more informed conversations with customers and colleagues.
Course Schedule
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Course Aims:
The "Finance for Sales Professionals" one-day course aims to provide sales professionals with the essential financial knowledge and skills necessary to navigate financial aspects of sales, effectively communicate the value of products or services in financial terms, and contribute to achieving sales targets within their organisations.
Course Pre-requisites:
Participants should have a basic understanding of sales and business operations. No prior financial knowledge is required.
Course Objectives:
Upon completion of this course, participants will be able to:
1. Comprehend fundamental financial concepts relevant to sales and revenue generation.
2. Communicate the financial benefits and ROI of products or services to clients.
3. Analyze customer financial data to tailor sales strategies.
4. Recognize and address financial objections and concerns from clients.
5. Collaborate effectively with finance teams to optimize sales processes.
Course Content:
Module 1: Introduction to Finance for Sales Professionals
- Exploring the intersection of finance and sales
- Key financial terminology and principles for sales
Module 2: Communicating Value in Financial Terms
- Converting product features into financial benefits
- Calculating and presenting Return on Investment (ROI)
Module 3: Analyzing Customer Financial Data
- Understanding financial statements and credit reports
- Using financial data to customize sales approaches
Module 4: Overcoming Financial Objections
- Identifying common financial objections from clients
- Techniques for addressing objections and building trust
Module 5: Collaboration with Finance Teams
- Effective communication with finance departments
- Leveraging financial insights for sales strategy optimization
Module 6: Case Studies and Practical Exercises
- Real-world sales scenarios with financial aspects
- Hands-on exercises in value-based selling and financial communication
- Group discussions and role-playing activities
Module 7: Course Wrap-Up and Next Steps
- Review of key takeaways
- Development of a personalized action plan for applying financial knowledge in sales roles
- Access to supplementary resources for ongoing learning
Public Schedule
Private Virtual Training (Teams / Zoom)
Contact us for pricing
Private Onsite Training (at your offices)
Contact us for pricing
Note
All prices exclude VAT at 20%.
VAT registration number: 450 4347 14
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