The ability to understand the C-level issues of a client's business is crucial for sales professionals who must continually identify, interpret, and articulate financial value to their client or prospect.
Product knowledge and traditional networking are no longer enough. Today, sales professionals must be able to demonstrate their products or services impact on the client's business from a top operational perspective. And they must be able to provide a business case that quantifies the financial value of the client's expenditure.
By raising the sales professional's understanding of the "big picture" and the way their clients' businesses operate, and by advancing their knowledge of financial matters, they will be better equipped to have meaningful discussions with executives and help address their critical business issues. By doing so, they will distinguish your company as a business resource, rather than a vendor, and their product or service as value-added, rather than a simple expenditure. Almost naturally, the focus shifts from selling "features" to providing business-critical benefits.
Board based business simulations from
CelemiTM and
10,000 FeetTM provide an incredibly effective means to educate salespeople about how a business runs, how investment decisions are made, how money flows through a company, how vital liquidity is to overall operations, how interrelated R&D, marketing and sales are, and how financial statements are developed.
Sales professionals gain the knowledge to:- Gain immediate credibility with executives
- Effectively identify executive's critical needs
- Understand how and why executives make the decisions that maximize ROI
- Position the company's value in terms of solutions to issues that executives and key decision makers face
- Close more business
Training Solutions
Tell me and I forget; Show me and I remember; involve me and I understand.
