This workshop presents a solid methodology based on empirical research of the role senior business leaders have in the decision making process for major purchases. It focuses on the necessary skills for salespeople and management who are tasked with selling at the executive level and who are currently involved with obtaining and maintaining major accounts. Also, those salespeople wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing newly promoted or recently appointed sales people.
This interactive program delivers the most effective methods on how to gain access to business leaders and senior executives, organize sales research and create a customized value presentation that focuses on the client’s specific business drivers, initiatives and critical success factors.
The workshop explains how to articulate a value proposition in the executive’s own language, in a format that is compelling and concise to build long term business relationships, and leverage those relationships to orchestrate a sales campaign that will set your offerings apart from your competitors.
PARTICIPANTS WILL LEARN TO:
Understand how executive relationships can be leveraged to create competitive advantage.
How to reach higher in the organization without damaging existing relationships.
Identify the key business challenges facing the executive's company as well as the business drivers and corporate objectives that you can impact.
Position your offerings as solutions to specific business problems and articulate your unique value proposition.
Establish a joint plan for a shared definition of “success” using the client's success metrics.
Earn and build high-trust executive relationships that ensure future access.
