Sales Training Workshops: Financial Impact Selling for Sales Teams (for CCS® Clients)

According to a nationwide survey from the American Society of Training and Development, financial selling and the ability to make the financial case for their products and services is the next evolution for the direct reports and teams of sales leaders. 

Objective:

Financial Impact Selling™ teaches salespeople to think, speak, and sell with greater clarity and confidence in the Financial Impact Language of senior decision makers. This earns them greater face time with senior buyers, gives them more powerful selling tools to conduct executive conversations and leads naturally to closing more and bigger sales.

The program also gives salespeople and their managers more insight and action-steps to improve their own company's cash flow (e.g., the impact of extended terms and slow collections on Days Sales Outstanding or Receivable Days) and profitability (e.g. the impact of discounting on gross margin).

Description:

Financial Impact Selling™ for Sales Teams accomplishes the above goals in a friendly, practical way. This custom program for CCS® clients is convenient with online, on-demand components, blended with special customized tools and online, live coaching and mentoring. The program is delivered in action-focused, easily absorbed segments over a 17-week period. It is a total of 22-24 hours of total learning with:

  • 8-9 hours of online learning - self study
  • 5-6 hours of practical application with real numbers and practical tools
  • 9 hours of small group mentoring or one-on-two coaching sessions using a live, online, Webinar format
  • Real-time practice and implementation
  • Class size: up to 8 participants

This program combines the best of three (3) learning platforms:

1. Over-time online learning - 60-70% less expensive while creating twice the retention of "all-at-once" classroom training; safe, private learning environment; on-demand anytime, anywhere.

2. Live, group mentoring on the web - a place to ask questions, practice and lock-in online learning.

3. Practical application and selling tools - immediate transfer of financial skills and concepts to real-time customer issues and metrics.

Outcomes:

Financial Impact Selling™ for Sales Teams transforms the financial confidence and skill level of salespeople and helps them:

1. Gather financial impact testimonials from existing customers using a "Customer Outcomes™" process.

2. Build their confidence with Financial Statements and Financial Statement bottom lines, crucial drivers and key measures.

3. Become conversant in the financial language of business, which is the native tongue for high-level decision makers.

4. Create a series of "Economic Impact Questions™" to open and conduct more precise analysis and discussion around a customer's strategic financial objectives.

5. Master a powerful sales opening or deepening tool, the "Industry-Segment Analyzer™. The Analyzer enables sellers to talk to public or private company decision makers about industry-specific numbers and competitive metrics.

6. Demonstrate the financial impact of their sales solutions using a customized "Financial Drivers™" tool that focuses on a customer's key measures.

7. Participate with greater confidence and clarity in helping their own company achieve its internal strategic financial objectives.

Who should attend:

Every salesperson on the team who has attended the core CustomerCentric Selling® workshop. This program is for CustomerCentric Selling® clients only.

Duration:

17-week, live online and on-demand program. 

Cost:

$21k for the first six (6) students, $2,200 for each additional student up to eight (8), plus $8k for customization.

How to Register:

Please contact Michael Higgins at mhiggins@sellatclevel.com or call +720.287.3557. Note: Please mention "CCS®" and this page when contacting Michael.