Sell More Effectively to CEOs & Senior Decision Makers
Individuals in C-Level positions have their own unique style of processing information and making buying decisions.
Compared to the V-Suite, this upper echelon of executives has broader visions, sharper focus, are less accessible, and have less time to spend in sales conversations.
Your sales approach and communication style must mirror these attributes to win business through selling to executives and to be seen as a long-term trusted advisor.
Richardson’s Selling to Executives & C-Suite Training module helps sales professionals build relationships with and sell more effectively to senior decision makers.
Selling to The C-Suite Training
We train participants to think more analytically about the characteristics of senior executives, then work to align their own communication and sales styles accordingly.
As a key tool, participants learn a six-phase process for orchestrating the executive meeting or presentation and practice applying the process in scenarios geared towards the opportunity of selling to the C-Suite.
Your team will also practice strategic sales skills, such as:
- Gaining access
- Securing key meetings
- Using Centers of Influence
- Uptiering, cross-selling, and positioning value
All of these skills support the goal of being perceived over time by high-level executives as trusted advisers and preferred providers.
Selling to Executives Module Learning Objectives
Upon completing the selling to the c-suite programme your sales team will be better able to:
- Apply a six-phase process to winning business at the highest levels in an organization
- Increase credibility, influence, and need-based communication skills with senior executives
- Increase the effectiveness of presentation materials by understanding how economic buyers prefer to receive information
- Leverage the skills used at selling in the C-Suite to conduct more effective internal meetings with senior management in your own organisation
Selling to Executives Module Business Benefits
Upon completing the selling to the c-suite programme your sales organisation will experience the following business benefits:
- Increased business awarded by executives at senior levels in an organisation
- Increased confidence and success at winning complex, competitive deals
Training module content is highly customised to any level, from newer to experienced salespeople and their managers. The programme is available as an add-on module to all core training programmes.