Sales Revenue Growth / Onsite Program

Executive Selling Training and Coaching

How to Effectively Sell to Executives

"We turned to LSA Global to help us take our executive and solution selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative - has been outstanding. LSA delivers the full solution; not just sales training and I would recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider." Daniel Heckman, Director of Sales-Enterprise Accounts - Avid Technology

Description:
Selling to executives is different from solution selling. Before executives or senior directors approve a purchase decision, they need to understand how the product or service will specifically impact their overall corporate goals.

Before you arrive at the executive selling training and coaching workshop, you prepare information on an actual target account.  Then you spend two or three days with a former corporate officer (e.g. CEO, CFO, CIO) who consults on the current state of the account and the specific sales strategies needed going forward.

This executive serves as "the client" throughout the executive selling training and coaching workshop. Together, you analyze the company’s annual report, financial reports, and industry analyst reports to identify crucial issues affecting the client's company. You receive an in-depth look at financial concepts such as ROI, time to market, and the time value of money. After analyzing a customized case, you will prepare for and practice conducting executive level sales meetings using your target account.

As a result of attending, you will master sales strategies for developing revenue-generating relationships with executive decision-makers.  To better sell to executives, you learn to:

• Perform a financial analysis to identify an executive's overall corporate challenges and concerns.
• Position products/services as part of a strategic investment that addresses corporate goals.
• Communicate the value of the proposed solution (such as increased revenue, shorter sales cycles, decreased price discounting, customer retention, expanded market share, reduced operating costs, and inventory control) designed to gain a business edge.
• Initiate and develop executive relationships by gaining insight into the problems that a potential client faces and better understanding the executive's objectives and thought process.
• Be regarded by customers as leaders, advisors and problem solvers who add value to their sales relationships.

Target Audience:
Any Sales Professional or Sales Manager that needs to sell solutions to executives or senior management to be successful.

See Also: Executive Selling Training Best Practices Community and Business Terms Glossary