Results Selling to a CFO
ENCON training
I go check the balance sheet of the prospected company – (e.g. KBO Public Search or similar info site) when I prepare a prospection file?
Yes always 8 / 18
Sometimes 9 / 18
Never 1 / 18
I have never gone to such a site for commercial purposes. 0 / 18
When I go through an annual accounts/balance sheet are all points clear to me?
Yes 5 / 18
No 13 / 18
I can calculate a Profit/Loss result for my projects and simulate this in a balance sheet?
JYes 10 / 18
No 4 / 18
Never done the financial calculation. 4 / 18
I know the differences between Profitability, Liquidity and Solvency
Yes 6 / 17
Vague knowledge 11 / 17
No 0 / 17
I can explain the difference between Capex and Opex and the relationship with RONA /ROCE /ROI?
Yes and I use it in my sales pitch 4 / 17
Yes 4 / 17
No but already heard of it 9 / 17
Unfamiliar concepts to me. 0 / 17
I calculate the Payback Period and the Net Present Value (NPV) of my project for the client?
Yes and I use it in my sales pitch 5 / 16
Yes 6 / 16
No but already heard of it 5 / 16
Unfamiliar concepts to me. 0 / 16
Together with my clients/prospects, I calculate the Total Cost Of Ownership of the project and the Total Benefits of Ownership during the commercial process.
Yes and I use it in my sales pitch 3 / 15
Yes 4 / 15
No but already heard of it 8 / 15
Unfamiliar concepts to me. 0 / 15
I have already followed a training from Finance for non-finance?
No 8 / 15
Other 7 / 15
Which books have you already read about Finance?
None 11 / 14
Other 3 / 14
What questions do you expect from a CFO or CEO in your commercial process?
Other 13 / 13
Which questions from a CFO are difficult for you? What question are you afraid of?
Other 13 / 13
12. What expectations do you have of this training?
Other 13 / 13
What questions do you already wish to ask the trainer?
Other 13 / 13
