Around eighteen months ago, BNP Paribas Leasing Solutions introduced free of charge financial training courses for sales teams. The course, led by Andy Milsom, Head of Training and Partner Development, is designed to
help dealers sell more, by providing them with the tools they need to better connect with Financial Directors and ultimately win larger and more profitable deals.
Finance Unlocked: how to sell and win with financefocuses on supporting technology resellers to adopt a more strategic approach to sales in today’s financial climate. Milsom says that BNP Paribas has worked with many of the industry’s major players including Balreed, Konica Minolta, Danwood and Principal, hosting individual sessions for 4-15 sales professionals.
These explore in-depth how businesses generate and use finance; explain the benefits of leasing over cash; and teach delegates how to use leasing as a strategic sales tool. “Feedback has been extremely positive,”
said Milsom. “The course is the only one that’s designed to help sales teams develop the confidence, knowledge and skillset to negotiate at a different level. Today, it is the FD that is driving acquisitions and in order to win, sales teams need to talk their language and understand how they make decisions; we’re showing them how to succeed with that.”
Topics covered include: the importance of cash flow; cash vs. borrowing (and the benefits of each); how to assess businesses’ financial performance, balance sheets and P&Ls; underwriting criteria; and general business finance issues.
“The ability to demonstrate an in-depth knowledge of finance; confidently explain buzz words, such as TCO and ROI; and pitch a deal in financial terms is helping our partners to win more business,” said Milsom.
Following the success of the initial half-day course, BNP Paribas plans to roll out a series of new, shorter courses focusing on individual subjects in more detail.
“For example, one of the sessions will centre on digging deeper into understanding company accounts and what information you can glean about a business from these. Another will focus on MPS and different finance options including the BNP Paribas We Manage Print and TVP products,” explained Milsom.
“This gives us the opportunity to revisit our partners and to fine tune the content, so it’s tailored to support each dealer’s goals and strategy,” he said.