Post Associates - Selling Financial Benefits Workshop

WORKSHOP OUTLINE

FIRST DAY
1. Selling Solutions To Your company Customers’ Financial Needs

Understand the financial basis of key customers’ business
operationsConverting customer problems to qualified needs

2. The Critical Importance Of Financial Success And Shareholder Value To Your company Customers

3, Your Customers’ Shareholder Value Drivers

4, Understanding Your Customers’ Financial Reports

Income statements, balance sheets, cash flow reports, cost and expense reports

5. Identifying Your Customers’ Financial Successes, Problems And Needs

Use a financial block diagram to analyze their published financia statements
Determine the seriousness of the problems and needs with financial ratio analysis

6. Identifying Division And Department Problems And Needs

Recognize that top management and operation managers have different ways of measuring success
Review Division and Department financial reports

7. Practice Sales Calls To Confirm And Clarify Financial Needs And Priorities

Most useful for me was the insights into what financial questions to ask my customer.”

Dick Smith, Miles Laboratories

SECOND DAY

1. Ways Your company Products Increase Your Customers’ Sales

Pinpoint their sales problems and needs
Identify improvements your products will make in their sales results

2. Ways Your company Products Cut Your Customers Costs

Learn the meanings of their cost and expense terms

Identify specific cost problems and needs

Ways your products can help them reduce costs

3. Ways Your company Products Can Help Manage Assets

Collect faster

Reduce inventory investment and carrying costs

Improve productivity of property, plant and equipment

4. Ways Your company Products Can Help Improve Cash Flow

Sources and uses of cash

Analyze your customers’ cash flow reports

5. Cost-Benefit Analysis And Justification

Study cost-benefit used by your company’s customers

6. Capital Investment Evaluation

Learn the four crucial investment evaluation questions financial managers ask about your products
Understand the meanings of commonly used financial evaluation terms used to evaluate long-term investments
Learn how to work with your financial support people to prepare investment proposals
Learn how to help your customer champions justify your product to their top management

7. Sales Presentation Of Compelling Financial Reasons To Buy Your company Products

Put product benefits into financial terms
Learn how to get financial managers to support your product proposals
Participant presentations and feedback from other participants

8. Putting The Program To Work For You

“The most useful for me was understanding how to use financial results, worksheets, capital expenditure request forms, and discounted cash flow – IRR and NPV”.

Miles Newborn, Miles Laboratories

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