Sales Revenue Growth / Onsite Program

Executive Selling Training and Coaching

How to Effectively Sell to Executives

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.

Also See...Solution Selling Training