Executive Level Selling
ABSTRACT:
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. This engagement is intended to happen in the planning stages of the
customer, during their strategic focus before a buying cycle is started. The workshop
includes 2 dialogue models to cover the 2 areas of focus of executives: solving the
company’s problems or driving the company’s strategy. The result of these dialogs is to put
a plan in place with the executive to kick off a buying cycle to buy solutions that relate to
solving the problem or enabling the strategy. Also included are ways to establish a long-term
relationship of value with the executive and move towards the “trusted advisor” relationship.
The workshop includes multiple exercises to apply the concepts to a real situation that
participants bring with them to the workshop.
OBJECTIVES:
Upon completion of this workshop 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
TARGETED PARTICIPANTS:
- This offering is intended for salespeople, sales teams, or sales managers that would benefit from an executive relationship.
BUSINESS ISSUES AND POTENTIAL BENEFITS DERIVED:
These issues are addressed:
- Why do I need to call on high-level executives?
- What are the things an executive expects from a salesman?
- What do I need to do to prepare myself for the call?
- How do I earn the right to have a dialog with a busy executive?
- How do I engage in a dialogue valuable to both sides?
- How can structure the dialogue that will lead to new business?
- How can I become a trusted advisor?
- How can I get the executive to kick off a buying cycle?