Major Account Strategy: Selling IN the Executive Suite
A workshop designed to enhance your ability to form and leverage client executive relationships
Differentiating your company in a highly technical, ever-changing, competitive business climate requires a different approach and a higher level of customer interface. Major Account Strategy: Selling IN the Executive Suite is essential for today’s Sales Executives, Account and Delivery Managers to form successful and long-standing Executive Relationships. Selling IN the Executive Suite will help individuals involved in top-level sales to develop and strengthen their executive selling skills; develop techniques for getting appointments; and master more sophisticated methods of approaching, qualifying and selling to senior managers and top executives. You will come out of this workshop knowing what questions to ask in order to determine a prospect’s needs, thus providing the most effective solutions that can lead to more sales.
Key Topics:- Feeling comfortable in the executive suite
- Knowing the difference between executive contact and true executive relationships
- Leveraging executive relationships into ongoing sales opportunities
- Getting the first executive appointment
- Sustaining a long term, value based executive call sequence
- Preparing for the executive call
- Identifying and articulating value
- Questioning and listening
- Six key questioning areas
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
Selling IN the Executive Suite is available as a one-day or two-day course and is offered as an in-house workshop and customized to your specific organization.
Course Material
Participants receive a comprehensive workbook that reinforces the workshop topics and concepts, plus a free ongoing subscription to Targets, the newsletter for sales professionals.
Class size is limited to a maximum of 16 participants to ensure that all participants receive sufficient personal attention and coaching and benefit fully from the workshop
