August 17, 2010 – 8:10 am
Thanks for coming back! Please use the comment function below to let me know what issues are on your mind and what you’re thinking about. RSS Feed This is the seventh post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part [...]
Based on the analysis done by your team, the IRR for this investment is 67%. Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present. Internal Rate of Return (or IRR) enables a rep to use a [...]
Mr. Customer, the net present value of the investment I’m suggesting is $377,000. That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree? This is the fifth post in a series about selling with [...]
I don’t quite know how to react to the feedback I’m getting on my series of selling with finance blog posts. It ranges from comments like, “Excellent, this is so critical,” & “I commend you,” to “I wouldn’t waste my time reading this irrelevant-to-sales stuff,” and “Sorry, I skipped that post because I don’t understand [...]
This is the fourth post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part 2: Selling With A “Net Cash Flow” Approach Part 3: Cumulative Cash Flow + Payback = Committed Customer Critical question: Would a CEO, CFO or C-Whatever-O rather [...]
This is the third post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part 2: Selling With A “Net Cash Flow” Approach OK, here we go again… Doesn’t matter what they sell or what their SIC code is, ALL of your [...]
This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language. And don’t tell me [...]
Bear with me through just a tad of fundamental economics. It’s a needed foundation for being honest with yourself about my real question in this post. If you were mildly hungry and loved bananas, how many would you buy if they cost $9,000 each? Lots or none? (Point #1 on the blue curve) Same question, [...]
Communication is one of the obvious cornerstones of a successful sales career. You need to speak the language of the country where you’re doing business. You need to know and understand each industry’s specific lingo. You need to have a solid grip on the unique dialect of executives with different functional responsibilities. You need to [...]
