Are your deals getting stalled by CFOs or Finance Directors?
In this episode, we break down eight key questions CFOs ask when evaluating new investments, projects, or service changes and exactly how you can handle them to close more sales.
Chapters
00:00 – Introduction to selling into larger organizations and understanding the CFO’s perspective
01:04 – Overview of the economic climate and why CFOs delay spending
03:40 – Question 1: When will your solution pay for itself or deliver the promised return on investment?
06:27 – Question 2: If someone cuts your business case numbers in half, do the numbers still stack up?
02:77 – Question 3: Is this problem worth solving now, or are there other priorities first?
13:59 – Question 4: How will this be implemented in our business, and what internal resources are required?
15:56 – Question 5: Who or what will stop this project from being a success in the business?
19:04 – Question 6: Who in our business is accountable for this if it fails?
21:12 – Question 7: Haven’t we invested in something similar in the past, and why isn’t that enough?
22:40 – Question 8: Are you comfortable removing money, budgets, or resources from elsewhere to fund this?
24:44 – Conclusion and contact details for sales queries
25:52 – Inspirational story: Bunker Roy and training solar engineers in India
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