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Executive-Level Selling
Executive-Level Selling is a methodology and program that gives sales people a proven way to engage in dialog with high and mid-level executives with the intent of eventually leading to revenue opportunities.
Executive-Level Selling explores how sellers engage with an account or prospect’s executive management. The course focuses on the client’s strategic planning period to identify initiatives that can be addressed through the selling organization’s capabilities. The salesperson learns to improve perceived value --- by showing thought-leadership that enhances the buyer’s strategy; by becoming a “trusted advisor”; by diagnosing before prescribing; by getting involved early before buying-cycles are started; and by establishing a joint “value cadence” leading to the customer’s strategic planning process.
Upon completion of this Executive-Level Selling course, participants will be able to:
- Prepare for effective dialogs with high level executives
- Conduct customer-aligned dialogs
- Cultivate long-term relationships with executives
- Report to the executive value delivered
- Create a plan to get the executive to kick off a buying cycle
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