EnFlux’s Financial Selling platform provides training and ongoing support to help sales organizations to get approval from CFO’s to invest in efficiency solutions projects.
How many times has your team invested countless hours with your customer’s operating team?
Only to have the CFO say NO!
This is an age-old problem. Over the years, CFO’s have often turned down efficiency investments for the wrong reasons – project benefits were not positioned properly.
In addition, the role of the CFO has evolved to being much more of a strategist for most companies.
This makes closing efficiency projects even more challenging. CFO’s are more focused on “strategic investments,” even if the returns don’t meet their internal hurdle rate.
Therein lies the opportunity and the challenge for efficiency sales organizations.
- The opportunity – the odds of getting CFO approval are much higher if project benefits are presented in a way that appeals to the CFO’s mindset.
- The challenge – most efficiency sales organizations are not trained in the Art and Science of selling to CFO’s.
Closing efficiency projects today requires both the Technical Sale and the Financial Sale.
1. The Technical Sale
Sales representatives are well trained in this area and have access to substantial internal/external support.
Once the Technical Sale is complete, the effort to close the project shifts 100% to seeking the approval of the CFO.
2. The Financial Sale
Sales representatives often receive little, or no training and don’t know where to turn for support.
As a result of this discrepancy in the required training,
the Financial Sale is not delivered effectively to the CFO,
and the deal fails to close.
EnFlux’s Financial Selling Platform was created to fill this void by providing training and ongoing support for the Financial Sale.
In creating our Financial Selling Platform, we relied heavily on our experience in:
- selling to CFO’s,
- being sold to as CFO’s, and
- from training hundreds of sales professionals in Financial Selling in the past
How does our program work?
We train your sales organization in How to Sell to a CFO – it’s an Art and a Science.
The sales techniques learned in training are put into action through our Sales Tools which are designed specifically for CFO’s. They are extremely simple to use. Learn more.
Our Financial Selling Platform is delivered through an initial Boot Camp as well as Ongoing Support consisting of monthly “Deal Talk” and specific Deal Support. Learn more.