Skip to content

Helping Customers Compare Financing Options


1 Hour

Elements Image

About Helping Customers Compare Financing Options

Sometimes your prospect is already sold and just needs to figure out the best way to pay. Other times, they need to be convinced that your project is something they could afford to do at all. In either setting, you should be able to “do the numbers” and confidently demonstrate the pros and cons of each financing approach: paying with cash today, phasing the project in as cash becomes available, financing the entire project now, or taking an “as a service” approach to implementing the project.

This 60-minute session will demonstrate how to use a concise one-page financial analysis that not only shows all the cash inflows and outflows and when each occurs, but also delivers financial metrics like net present value (NPV) and savings-to-investment ratio (SIR) that will enable more confident decision-making.

After completing this course,
you will be able to:

  • Understand the shortcomings of simple payback period and other popular financial metrics
  • Communicate the merits of using more reliable financial metrics like net present value and savings-to-investment ratio when evaluating expense-reducing capital projects
  • Compare the costs and benefits of various project funding options


What people saying

“Great, concise, usable information.  I believe this course will impact me and my sales staff by providing us the tools to get more appointments with C-level managers and closing the deal with a better succinct proposal.”

Elements Image
Fred Marshall

Branch Manager at Camfil Farr

The explanation of different financial metrics were clear with live examples makes sales process much easier. Thank you Mark for another great session!

Elements Image
Aleksandar Kostic

Technical Director at Jones Lang LaSalle (JLL)

Elements Image

About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.