Executive-Level Selling
Executive-Level Selling is a methodology that gives salespeople a proven way to engage in strategic dialogue with high- and mid-level executives with the intent of eventually leading to revenue opportunities. The critical executive engagement is intended to happen in the planning stages of the customer, during their strategic focus before a buying cycle is started – before the vision is established. Executive-Level Selling focuses on planning for strategic dialogue to uncover what is driving the company's strategy. The result of these dialogues is to put a plan in place with the executive to kick off buying cycle(s) to explore solutions that relate to enabling the strategy and to sponsor initiatives. Also included are ways to establish a long-term relationship of value with the executive and move towards the "trusted advisor" relationship. Students will perform multiple exercises to apply the concepts to a real situation that participants bring with them to the workshop.
You Will Learn How To:
- Increase competency when calling on high-level executives
- Effectively prepare for calls to executives
- Add value to every conversation/interaction with executive
- Become a “Trusted Advisor” to the executive
- Obtain attractive new business from executives
Learning Modules:
- Introduction to Executive-Level Selling
- Call Preparation
- Strategic Dialogue
- Relationship Maintenance
- Value Communication
- Call to Action
Delivery Modes, Duration, and Languages:
eLearning: 2 hours. English.
Instructor-Led Workshop:
Durations: 1-day
Languages:
Materials in English
Instruction spoken in 7+ languages
