Executive Relationship Building
Credibility is more than knowing your products and your business. True credibility resides in the discovery of your client and your client's business.
Differentiating your company in a highly technical, ever-changing, competitive business climate requires a different approach and a higher level of customer interface. Executive Relationship Building (E.R.B.) is essential for today's Sales Executives, Account and Delivery Managers to form customer Executive Relationships. By engaging in an Interactive Development Process, participants will learn how to navigate their way through the upper echelons of their client's business and then get to test their new found mettle against an actual corporate executive participating in the course.
SalesForce Training & Consulting Ltd. has partnered with The Stinson Group (G.D. Schryer Consulting), http://www.thestinsongroup.net/ to provide this thoroughly dynamic and engaging workshop in Canada. The Stinson Group has delivered their E.R.B. program to outstanding reviews to some of the top sales organizations in the world, and as such, were selected by SalesForce to enhance our overall workshop offerings and meet the increasing market demand from our clients for high level executive training in building profitable and long term relationships.
E.R.B. Goal
To enhance your ability to form and leverage client executive relationships in order to allow higher delivery or value, create demand, generate greater sales opportunities, increase revenue as well as increase client satisfaction.
In this program, you will learn how to:
- Create competitive differentiation
- Build Value based account control
- Create demand
- Sell from a truly consultative position
- Increase on going revenue streams
Program Objectives
After completing the session, participants should be:
- More comfortable in the Executive Suite
- Know the difference between Executive Contact and true Executive Relationships
- Be able to leverage Executive Relationships into ongoing sales opportunities
- Provide tools and templates for:
- Getting the first Executive appointment
- Sustaining a long term, value based Executive call sequence
- Preparing for the Executive call
- Skills training around:
- Value Identification and Articulation
- Questioning & Listening
- Acquiring Appointments with Executives
- Six Key Questioning Arenas
Who Should Attend
This workshop is a must for Sales Executives, Account and Delivery Managers who are responsible for sales development within strategic accounts and for building and sustaining strong customer relationships at both the operational and executive levels.
Program Format
Executive Relationship Building is available as a two day course.
Maximum Class Size
Class size is limited to a maximum of 16 participants. This will ensure all participants receive sufficient personal attention and coaching, and benefit fully from the workshop.