Finance Unlocked: how to sell and win with finance is designed to help technology suppliers adopt a more strategic approach to sales in today’s tough financial climate. It explores in depth how organisations generate and use finance, explains the benefits of leasing over cash, and teaches delegates how to use leasing as a strategic sales tool.
The course is the brainchild of Andy Milsom who heads up training and partner development at BNP Paribas Leasing Solutions. He says: “We know from experience that the risk of a customer walking away from a cash sale in today’s climate is high. We also know from our own research that order sizes are typically 32% higher when made using finance rather than cash.”
He continues: “We want to help companies avoid wasting their sales efforts, and help them make all deals as profitable as possible. This means ensuring their sales teams are confident enough to explore a prospect’s financial situation in some detail, so they can take a more strategic approach to sales and financing. Our course is the only one that’s designed to help sales teams develop this confidence, knowledge and skillset.”
Staff from a number of high profile organisations, including TalkTalk Business and Olivetti, have already attended the course. Feedback has been extremely positive. The sales director of one company said: “I have received nothing but positive feedback and I’m sure that everyone has come away from the session with much better knowledge and understanding of balance sheets, P&Ls, underwriting criteria and general business finance issues. I’m sure they will be more confident in their future negotiations and win more business.”
The course runs for one day. The modules are:
· Why businesses need finance and how they can get it
· Types of business and their trading styles (from sole traders and partnerships to limited companies and the public sector)
· How businesses keep track of their financial performance
· The importance of cash flow
· How businesses assess their financial performance
· The role of leasing in business and types of leasing agreement
· Leasing routes to market
· Understanding lease rates
· Submitting the proposal and factors affecting decisions
Individual delegates can attend an open course, or BNP Paribas Leasing Solutions can run the training as an in-house option for a company’s whole sales team. The course can be also tailored to support each business’ own goals and strategy.
About BNP Paribas Leasing Solutions
BNP Paribas Leasing Solutions in the UK works with its channel partners to offer leasing and rental solutions to corporate and SMB customers. We have over forty years’ experience providing tax-efficient financing solutions for thousands of different businesses across multiple sectors.
With more than €29 billion outstanding under management and 3,600 employees located worldwide, BNP Paribas Leasing Solutions is the European leader in equipment leasing.
For further information
To learn how BNP Paribas Leasing Solutions can help accelerate your sales cycle, deliver superior client value and help with cash optimisation in your business, please contact Lisa Mahoney on 0117 9100849