A Sales Survival Kit
in Financial Accounts
Are You Worried About Talking Finance with Senior Executives?
Many salespeople are nervous of senior level meeting in case they start talking – Gearing, Debt/Equity, Return on Equity and so on.
Yet when these things go wrong, executives can end up jumping out of windows. It cannot just be dry boring ratios.
This book presents these concepts from a salesperson’s viewpoint instead of an accountant’s. They are not complicated. It’s just that they are clouded by jargon.
How could you have a sensible 30 minute conversation and survive?
- Understand some of the pressures and motivation of senior people
- Be comfortable when senior people talk Balance Sheet concepts
- Have a basic understanding of why prospects may or may not like leasing
Most salespeople, at some time, attend a training course to understand Balance Sheets, Profit and Loss Accounts and Cash Flow. A few days later every single concept has evaporated.
The problem is that such courses are usually given by accountants. They know so much and they confuse us with all their ratios. And it all seems to be just numbers. Yet, when things go wrong, senior people have been know to jump out of windows.
It can’t all be numbers. Hidden in there is a lot of emotion.
This book is for the salesperson. It presents the concepts in a straightforward way to show the emotion hidden behind the numbers. Believe it or not, it makes it an entertaining subject.
Some of the concepts examined are:
- How do you value a business so that you can sell it to make your fortune?
- What happens if you go too far into debt? Do the banks foreclose or do they take over your business?
- Why does inflation result in a Wealth Tax making money for the government?
- How are shareholders cheated by undervalued assets?
- How can you take over a company with almost no capital?
- How quickly can a company grow without asking for external capital?
- What happens when you do ask for external capital?