Financial Understanding for Sales Professionals

Win the business and look after your profits

Business benefit

How many sales professionals win the business but don’t understand the impact on the bottom line? This course will enable you to understand your own business better as well as gain insights to your customers’ businesses, their problems and pressures. You will be better prepared for customer meetings, be several steps ahead of your competitors in demonstrating understanding and empathy for their business pressures and you’ll know how to present your offering in the most attractive way. You will leave with a number of tools to help you including a financial jargon buster, a company analysis spreadsheet and a negotiation variable “what-if” spreadsheet.

Target audience

Sales professionals who wish to gain control over the financial implications of the selling process and better understand the financial workings of business. As they progress through their careers in sales and sales management they will inevitably be more exposed to financial decision making. This course provides the understanding they will need.

High spots

·         Understand how your customers’ businesses work and where the pressures are

·         Know what to look for in a company report

·         Be amazed at how much information is available to you if you know where to look

·         Gain confidence in making business decisions which enhance your bottom line

Key learning points & outcomes

You will leave the course able to:

  • Recognise and respond to what your customers are trying to achieve with their business – appreciate the relationship between the make-up of the business structure and costs and your customers’ objectives
  • Appreciate how your decisions and actions affect your company’s profitability – using case studies and practical exercises see how a profitable deal could still hurt your company

·       Interpret company accounts – use financials selectively and knowledgeably to reveal the financial health and pressure points that a client is under before you make your sales call

·       Assess the impact of pricing – what factors affect the pricing decision and when to employ different strategies in different markets

·       Present a persuasive financial case – targeting your customers’ hot issues and geared to achieving their objectives

·       Assess which costs and revenues are relevant to your decision-making and which are not


·       “Very interesting course, well delivered”

·       “Excellent course which I will highly recommend to others”

·       “Very pleased with the content.  Presented in a way that was easy to understand”