How To Sell To A CFO

Selling to a CFO is a bit of an Art and a Science.

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:

The Art – understanding their mindset

Is this project a “strategic” investment?

Why should they repair vs replace?

How does their thinking vary based on:

  • industry segment,
  • whether the building is occupied by:
    – the owner, or
    – tenants – gross vs triple net leases

Should I meet the sales representative?

The Science – Selling techniques

Concepts to learn:

  • Project Benefits Summary is essential
  • Property leases: critical to understand.
  • Tax benefits – they can be substantial.
  • Why you should always offer financing.

Critical selling techniques – meeting with CFO:

  • How to engage them at the outset.
  • DO NOT make it a technical presentation.
  • How they want to see the numbers.
  • Emphasize more than just savings:
    – Business Risk Mitigation
    – Project Upside
  • How to handle their objections.

We provide training in the Art and Science of selling to a CFO in a Boot Camp consisting of two 1/2 day sessions. Learn more.

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!

Learn more about our Sales Tools below:

Project Benefits Summary

The Project Benefits Summary shows CFO’s project benefits based on their Building Occupancy Type – Owner vs Tenant Occupied.
Learn More

Tax Benefit Handouts

Our tax handout explains how a corporation can reduce its project cost by 21% in the first year.
Learn More

C-PACE Financing Proposal

C-PACE financing is for building improvements greater than $250,000 in various part of U.S.
Learn more

EnFlux Project Savings Analysis

The Project Savings Analysis compares annual debt payments to the annual reductions in operating costs.
Learn more

EnFlux Finance Proposal

EnFlux Finance provides financing for smaller retrofits anywhere in the U.S.
Learn more

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