Selling & Presenting to C-Level Executives
Sales management may expect you to sell to the top tiers of client organizations. Learning how to make successful contact with a C-Level executive is not just focusing on questioning skills but developing the ability and skills necessary to do a quick and accurate needs analysis of their organization. This will be followed by a proper and professional introduction.
Senior Executives live under constant fire. They hear a steady stream of the most polished pitches from sales reps of all levels. They can‘t say yes to every rep and they don‘t have the time to research every offer.
Once you‘ve demonstrated that you fully understand all of the executive‘s key business issues, you still need them to believe in you. Gaining the trust of senior executives will set your strategy apart and lay the foundation for a long term relationship and future deals.
On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice. Many of the skills learned in this class are also covered in our public Consultative Sales Skills class.
Objectives:
Participants learn:
- What senior executives want and why do they buy
- Building personal credibility and impact with senior executives
- Adjusting to different behavioural styles
- Conversations that work
- 3 Real Life Situations – Elevator pitch, Initial Meet, and Requirements Meet