In the complex selling environment, sales professionals are often called upon to discuss the return on investment (ROI) of their products and services. In addition, management is asking sales professionals to gain access to senior managers and executives in the client organization. This twin need of “calling higher” and “selling ROI” has left a number of sales professionals feeling uncomfortable. They have strong relationship skills and know the products inside and out; but being unable to discuss the financial impact of their offering with senior executives, holds them back. In short they don’t call higher because they are not too sure what to say when they get there.
Financial Acumen for Sales Executives (FASE) was created to help sales professionals understand the business issues that drive buying decisions and decision-making behavior. FASE is an intensive program to help sales representatives position themselves and their corporations with their client’s financial management team. This program presents a business performance-based approach to positioning the value of a company’s products and services. It is oriented to those salespeople who need to establish the business value of the sale to those who ultimately make important financial decisions.
During the workshop, participants gain a strong understanding of accounting and finance. They learn to use this information to evaluate a customer’s potential needs and direction and how to apply that to their sales effort. This course uses annual reports, corporate 10-K’s and other SEC information to gain a strong financial understanding of the client and the competition.