Financial Firepower™

Hot Off the Press: Mike’s New Book!

Written with Mike’s trademark energy and approachability, Financial Firepower, The Secret to Industrial Sales Success: Getting Paid What You’re Worth is a one-two punch that will change every aspect of your sales process.

This book WILL deliver results! Armed with the right thought-provoking business questions and engaging diagrams, it’s the perfect complement to the Financial Firepower™ Video Series, and sets salespeople up for ultimate success!

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“Instead of waiting for the next RFP, empower your sales teams with Financial Firepower™ — a program designed to boost their confidence and competence in navigating income statements and balance sheets. Through engaging real-world activities, video clips, and personal stories, Financial Firepower™ helps sales professionals link your offerings directly to measurable improvements in clients’ financial performance.

Most importantly, participants learn how to communicate those improvements in terms that resonate with senior executives — clearly articulating the specific business value of your solutions.

Financial Firepower ™ provides the sales team with a proven approach that will lead them directly to closing their next key deal!”

- Stephen J. Bistritz, Ed.D., Co-author of Selling to the C-Suite

  • “BAM! If you’re looking for a way to increase the success rate of your sales team when selling capital equipment, Mike Trattner's Financial Firepower book and videos are just what you are looking for. “

    - John L.

  • “Mike’s Financial Firepower™ program has assisted my Strategic Accounts Team in scoring millions of dollars of incremental sales while achieving a substantial return on our investment with his firm.“

    - Lisa B.

  • “I’ve gotta say… I still think about Mike every time I walk into a client’s office, plant, mill or factory. And I’ve 1,000x’d my contacts with many owners, plant managers, mill managers, complex managers, presidents, and CEOs since taking your course 14 years ago.

    The skills I picked up under Mike’s tutelage have yielded huge profits, and those numbers keep growing because I’m not scared to call on the folks at the top!”

    - Chase M.

  • “As VP of North American Sales for a large manufacturer of sophisticated equipment, we engaged with Mike over a period of several years to teach our sales people to call higher in client organizations. This led to increased success rates and higher profit margins. This book and videos series WILL deliver results!”

    - Jim L.

  • “After thirty years in sales, calling on individuals at all levels in an organization, I finally have the real touchstone language to communicate effectively with upper management. 

    Mike’s course has given me the tools to be more successful and effective, generate more dollars, and eliminate the competition!” 

    - Martin W.

  • “Financial Firepower™ taught me to shoot higher on every level of a sales call presentation. I always had fear around asking for someone higher in the organization, and this course has taught me how to speak and understand their language.”

    - Pete S.

  • “Mike’s program has given me another tool in the bag, along with a whole new way to look at cold calling. The benefits are measurable. It was also eye-opening to see what just one percent more gross profit adds to the big picture.

    I have attended a lot of sales programs through the years, but Financial Firepower™ far exceeded my expectations. I have been selling for 26 years and now I have some great new tools thanks to Mike.”

    - Brad R.

  • “Financial Firepower™ has helped me differentiate myself from everyone else.  It shows the customer I care about more than just the order. 

    I’m now a true solutions provider.”

    - Jim T.

Complementary Printables - Download Now!

Are you working your way through the Financial Firepower™ book or video series? Don’t forget to print your free assets, including: Preparation Worksheet, and Sales Call Worksheet.

Getting Started with Financial Firepower™

Are you ready to be paid what you’re worth!?

Then you’ve got to have real business conversations with contacts with the money and power to move ahead with your solutions!

The Financial Firepower™ process scores 400-700% returns…

within the first six months of implementation.

Yes, you read that right. Be sure you get payback on this field-tested process!

Choose the training path that’s right for you.

Hire Mike to coach your salespeople throughout the entire process. Or, have Mike take your team through the follow-up coaching process, where live account wins are tracked over a several month period.

You can even coach on your own crew using Mike’s complete Financial Firepower™ coaching process!

Dive deeper with the Financial Firepower™ White Paper

Financial Firepower™ Case Studies

  • Engaged by Tennant’s VP of North American Sales, Mike taught the Tennant sales force how to call higher in client organizations. Mike’s partnership over a period of several years led to increased success rates and higher profit margins.

    A perfect example: Jim had a four-hour conversation resulting in a $90k equipment sale! Jim’s traditional facilities contact was all about price, not value. But Jim used the game changing Cash Stool™ questioning process to talk real business with the plant manager by putting a real dollar figure on Tennant’s value proposition. 

    Tennant sells some of the best janitorial equipment in the business. And because it has a lower cost of ownership, it’s priced higher. The salesforce had been consistently beat up on price by traditional decision-makers such as purchasing and facilities management - until Financial Firepower™ and the Cash Stool™ changed the selling game from ‘feature and benefits’ to ‘financial payback!’

    Why get caught in the pricing corner with the ankle biters when you can have a thought-provoking, results-producing business conversation with the people who control the money! ELS trained Tennant’s strategic account and sales management team first, and then the entire salesforce. 

  • ELS has been helping Trane’s salespeople have sales-opportunity surfacing conversations with owners, VPs of operations, and other key contacts since the late ‘90’s. 

    Our latest system for Trane consists of 12, two-hour, face-to-face Financial Firepower™ lessons where participants implement parts of the process with live accounts.

  • With so many options for MRO, how do you break away from the pack? By getting to the plant manager and owner instead of purchasing or other price-sensitive decision-makers. 

    ELS has continued to do its profit-enhancing work at Applied since 2003 and has trained hundreds of AIT’s Account Managers and General Managers on the Financial Firepower™ process. 

    Our client’s salespeople are getting business where they’ve been turned down for months, or even years. How? By using Financial Firepower™ and the Cash Stool™ questioning process! This process aligns their products and solutions to the customer’s cash position within the first 30 seconds of the sales call. 

    Applied’s salespeople have discovered, it’s not about product, it’s about cash, when talking with Mr. and Ms. BIG. This breakthrough has led to more deals at higher margins. Do you think a plant manager is going to care about paying 5% more if a problem is being solved? ELS has offered Financial Firepower™ inside Applied in many different virtual and face-to-face combinations. 

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    Mike has been firing up participants for more than 32 years! Get ready to turn numbers into an experience you’ll never forget!

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  • One-on-One Training

    ELS provides virtual and in-person coaching sessions, completely customized to your business and needs.

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