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.
- Be able to use financial concepts and terminology in proposing an investment plan to a CFO /C-level board.
- Discover customers’ core needs and fears systematically and offer an appropriate value-added solution.
- Be able to act as a senior interlocutor, from the point of view of ‘partner in business’ instead of a classic salesperson.
- 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
- Income statement
- Financial analysis
- Solvency
- Profitability
- 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
Income statement
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. -
- Costs vs Investments (Opex vs Capex)
- Equity & Private Equity
-
- Liquidity
- 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.
Opleidingsmethode
Discover
Prior to the training, participants are given a survey to test their financial knowledge. This allows us to further tailor the training.
Deliver
2 daagse praktijkgerichte in-company training.
- Aan de hand van verschillende cases en oefeningen, krijgen de deelnemers een helder inzicht in een balans en de verschillende financiële termen en ratio’s.
- tussen de 2 sessiedagen zullen de deelnemers een presentatie moeten voorbereiden gebaseerd op een reëel voorstel die ze in hun pijplijn hebben. De focus zal hier liggen op het gebruik van financiële analyse en focus op Total Benefits of Ownership (TBO) en solution selling.
- De deelnemers zullen commerciële presentaties moeten simuleren van bestaande projecten/offertes aan een CFO.
Decondition
- VAH Consulting biedt verschillende mogelijkheden aan om de aangeleerde skills en techieken in de tijd verder toe te passen. Neem contact voor meer informatie.
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.
More information
Check out the complete training offer of VAH Consulting or 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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