Selling To Senior Executives

Length: 2 days

Whether the economy is prospering, or in recession, your sales career can always flourish by focusing on top-down selling.

Learn how gaining access to, and forging long-term relationships with, the top decision makers helps you save valuable time, shorten your sales cycle, generate bigger revenues and ensure future business. This seminar gives you a thorough understanding of the executive perspective and a whole new strategic and tactical approach to help you sell successfully to presidents, CEOs, COOs, CFOs and other executives.

Who Should Attend:

Senior account executives and sales representatives, senior account managers, sales managers, vice presidents and directors of sales and marketing.

How You Will Benefit:

·         Understand what drives executive buying decisions

·         Acquire the confidence and skills to sell effectively to senior managers

·         Penetrate gatekeepers and other obstacles to secure appointments with high-level managers

·         Tailor and deliver presentations to achieve executive buy-in

·         Build trust and credibility at the highest levels of your customer’s organisation

·         Close sales faster by gaining access to the top decision makers

·         Guarantee repeat business through strong high-level relationships

What You Will Cover:

·         The role of the executive buyer

·         Requirements for successfully selling to senior executives

·         Developing and implementing account strategies and plans

·         Understanding and managing complex selling cycles involving key decision makers

·         Preparing to meet with senior executives

·         Delivering an effective sales presentation

·         Closing on your objective and moving the sales process to the next step

·         Leveraging your relationships with senior management for ongoing success

Extended/Detailed Seminar Outline

Learning Objectives

·         Acquire the Confidence and Skills to Sell Effectively to Senior Managers

·         Understand What Drives Executive Buying Decisions

·         Penetrate Gatekeepers and Other Obstacles to Secure Appointments With High-level Managers

·         Tailor and Deliver Presentations to Achieve Executive Buy-in

·         Build Trust and Credibility At the Highest Levels of Your Customer’s Organisation

·         Close Sales Faster By Gaining Access to the Top Decision Makers

·         Guarantee Repeat Business Through Strong High-level Relationships

Understanding the Requirements to Sell to Senior Executives

·         Define the Benefits of Selling to the Highest Levels of an Organisation

·         Clarify the Issues and Processes Governing Executive Level Decision Making

·         Understand the Roles and Responsibilities of Senior Management

·         Understand Your Own Behavioural and Communications Style

·         Identify the Most Common Behavioural Styles for Senior Executives

·         Adapt Your Own Selling Approach and Behavioural Style to Maximise Your Selling Effectiveness with Senior Executives

Pre-contact Preparations: Doing Your Homework

·         Clarify Your Own Company’s Capabilities, Resources, and Vision and Utilise This Information to Develop "Solutions" for Senior Executives

·         Identify Information You Need to Know about Your Prospects' Companies in Order to Sell to the People at the Highest Levels of Their Organisations

·         Continuously Identify Opportunities by Monitoring Your Competitors and Key Industry and Market Trends

·         Align Your Company’s Products or Services with Your Customer’s Mission, Goals, and Objectives for Mutually Beneficial Outcomes

Developing a Game Plan

·         Assess Potential with Existing and Prospective Accounts

·         Determine Which Accounts Offer the Greatest Payoff for Involving Senior Executives

·         Identify the Highest-Level Decision Maker in Your Customers' or Prospects' Organisations

·         Ascertain the Roles and Responsibilities for Everyone Involved in the Buying Process

·         Plan When and How to Include Senior Executives in Your Selling Paradigm

Getting the Initial Appointment

·         Select the Most Successful Approach for Contacting Senior Executive Customers or Prospects

·         Penetrate Gatekeepers and Other Obstacles

·         Secure a 30-Minute, Face-to-Face Meeting with a Senior Executive Customer or Prospect

·         Make a Positive First Impression Utilising a Powerful Opening Statement

Discovery: Your First Meeting with the Senior Executive Customer

·         Gather the Information You Need to Identify and Prioritise Viable Opportunities to Pursue

·         Understand the Nuances of Handling the Discovery Process with a C-level Executive

·         Validate Your Research Findings with Your Senior Executive Customer or Prospect

·         Professionalise Your Approach for Selling to Senior Executives

Aligning Your Presentation with Your Customer’s Goals

·         Align Your Presentation with a Senior Executive’s Goals and Objectives

·         Present "Value" versus "Features and Benefits" in Your Sales Presentation

·         Develop and Present Powerful Statements That Convey the Value You, Your Company, and Your Offering Can Provide

·         Adapt Your Presentation Style to Communicate More Effectively with a Senior Executive Customer

Closing on Your Objective and Forwarding the Sales Cycle

·         Understand and Manage Complex Selling Cycles Involving C-level Decision Makers

·         Continuously Build Momentum to Forward the Sales Cycle

·         Overcome the Most Common Objections from Senior Executives

Building a Productive, Long-term Partnership

·         Leverage Your Relationship to Maximise Account Penetration and Obtain High-level Referrals

·         Competitor-proof Your Accounts

·         Avoid Relationship-ending Mistakes

·         Build and Maintain Long-term, Mutually Beneficial Relationships

·         Develop and Implement an Action Plan to Continually Increase Your Value to Your Customers' Organisations