SELLING WITH THE LANGUAGE OF BUSINESS™: Business Conversations for Technical Reps

This workshop is ideal for:

  • Sales Engineers, Field Application Engineers, and Sales Executives who want to understand how to communicate effectively with financial managers in their accounts
  • AE’S, SE’s, SAE, FAE’s and Sales Executives who want to understand the finances of their target accounts
  • AE’s, SE’s, SAE’s who struggle with speaking and articulating their value propositions to executives

 

 

To learn more about The Language of Business™ workshop series, click on the links below

 

 

 

 

 

 

 

 

 

 

 

 

Overview

This two-day advanced workshop focuses on perfecting the language of finance and increasing participants’ business acumen.  The program gives technical reps the tools and knowledge necessary to create a value proposition that successfully links your product or service to a key financial metric of your target account.


Prior to the class, reps prepare information on an actual target account.  They then spend two days with a former corporate officer (e.g., a CEO, CFO, or CIO) who will consult with them on the account’s current financials, and help identify where they may be able to link their technology solution to a key financial strategy.  Throughout the course, the program leader serves as “the client,” giving participants a perfect opportunity to experience how senior managers think and react.

Participants analyze information such as income statements, balance sheets and ratios, and learn why such information is important to their target account. Participants increase their business acumen so that they can move from merely presenting the technological value of their solution to crafting and proposing a business value proposition at the executive level.

 

Objectives

You will gain knowledge and tools you can use to:

  • Identify your customer’s financial objectives and business strategies, as well as the operating issues that constrain your account’s performance.
  • Link your competitively advantaged solution to these constraining operating issues and thereby create strategic and financial value for your customer.
  • Effectively articulate your business-based value proposition in the language of business at the executive level

Customizatioin

Does your organization have special needs?  The Language of Business™ will customize this workshop to meet your sales team's current challenge.

To learn more about our customization process, please contact us:
info@thelanguageofbusiness.net or (925) 631-1198