Executive Sales Communication Skills Training

Making the Executive Connection

Description:
Many companies are finding that “selling higher” to C-Level executives has become a business imperative. Without achieving that major move up, they face increasing commoditization at their traditional buyer levels. Getting to higher C-Level decision makers and economic executive buyers is no longer optional.

That move up, of course, is far easier said than done. Few can accomplish it without specialized skill development.

Year after year, it has proven to be extraordinarily difficult for most sales professionals to:

• Get significant time with higher-level economic buyers (even with those just one or two levels above their traditional contacts)
• Achieve meaningful results when they do get time with executives
• Interact with executives in ways that earn the sales person the right to continued high-level access

Based upon our experience and research, three reasons stand out for these “up-tiering” sales difficulties:

1. Most sales professionals have not mastered the high-level relationship-building skills required for them to be perceived by executives as personally valuable enough to deserve the executive’s time
2. When sales people do get a chance at more senior levels, most don’t know how to uniquely prepare for and appropriately interact in an executive-level dialogue, plus
3. They don't provide sufficient executive-centric value to earn them a return invitation

Fortunately, these skills can be mastered in expert training workshops, with intensive real-world practice sessions led by experienced executive coaches, and these new skills can be demonstrated thereafter "in the moment" with customer executives.

Interactive Design:
The truly unique "Making the Executive Connection" training and coaching process was developed in collaboration with clients to overcome the huge obstacles to successfully selling higher.

The process leverages our proven skill-building training and coaching competencies to:

• Demystify the core principles involved in executive-level sales success
• Build practice/coaching opportunities that bone-deep replicate selling in the executive world
• Create progressively more difficult real-world practice/coaching situations
• Provide expert, in-the-moment performance improvement coaching
• Utilize video-taped feedback for pinpoint coaching accuracy
• Help sales professionals find and demonstrate their personal best

The process begins with an intensive two-day, learn-by-doing, practice-based training workshop that uses real and current executive selling challenges.  The proven approach builds the demonstrable skills that make even the most senior sales people say, “This is exactly what I’ve needed!”

Through this unique methodology, sales professionals can quickly develop the personal relationship-building competencies needed to convey to customer executives the sales person's personal credibility, business value, and competence.

With that advanced skills base, they are able to begin and sustain a proven process of building constructive executive-level relationships that will last and pay off year after year.

Target Audience:
This highly interactive, customer-centric program is for sales professionals that need to sell and communicate effectively with executives.