Just like any other buyer, the CFO’s attention must be captured when first exposed to an efficiency project. To do so, you must first understand their mindset. This is the Art.
Once engaged, specific selling techniques are deployed showing exactly how the project solves the company’s problems. This is the Science.
Let’s look and the Art and Science as it relates to efficiency projects:
Is this project a “strategic” investment?
Why should they repair vs replace?
How does their thinking vary based on:
Should I meet the sales representative?
Concepts to learn:
Critical selling techniques – meeting with CFO:
CFO’s do not expect you to be a financial guru. You’re an expert at maintaining their facilities. Having been in their shoes, they will be impressed at how you present the project in a way that captured their interest. Even if they say no, you’ve taken the first step in winning their trust.
Although learning the Art and Science are essential, there’s one more leg to the stool that’s missing. You need the tools to put this knowledge to work.
That’s why we created EnFlux’s online Sales Tools – to help you position the benefits of your project in a format specifically designed for CFO’s.
They’re easy to use – all you do is fill a few blanks and hit the download button.
Don’t worry. We WILL NOT attempt to teach you how to become a finance guru. But we will absolutely show you how to sell to one!