Executive Selling Skills

Differentiate yourself from the competition!

Improve face-to-face communications with senior executives that have the power to buy.

Executive Selling Skills helps salespeople differentiate themselves from their competition by effectively communicating the unique value they bring to each customer’s situation. Executive Selling Skills is a two-day interactive workshop designed to improve effectiveness and interaction with senior level executives.

Executive meetings are brought to life during video taped sales calls. Each sales call or executive meeting is a simulation of an actual call that the sales person or team will make on a key executive immediately following the Executive Selling Skills or Business Value Selling ® workshop. The tapes are used as a problem solving and coaching tool to help reinforce the sales strategy and selling techniques covered in the workshop.

EXECUTIVE SELLING SKILLS DELIVERABLES AND BENEFITS:

Increases effectiveness of face-to-face communications with executives and decison makers
Improves customer communications among all levels and members of the sales team
Provides a common structure, discipline and process for sales calls and executive meetings
Provides communication techniques for staging and presenting the benefits of the call
Helps sales people create value in the first two “business minutes” of the sales call
Provides a model that is used to help develop “open-ended” needs identification questions
Provides techniques such as active listening and mirroring to improve communications
Provides a model that is used to effectively listen to and overcome objections
Provides a model and technique used to create value and competitive differentiation
Provides a technique to illustrate the current-value and future-value benefits of the solution
Teaches how to communicate the time-value of money and its impact on the business

Topics covered include:

Pre-Call Intelligence
Getting the Appointment
Sales Call-Meeting Preparation
Value Proposition Development
Agenda Development
Need Identification Questions
Quantifying the Need-to-Buy
Problem to Solution Verification
Creating Value and Competitive Advantage

Executive-Level Presentations
Communication Structures
Active Listening Techniques
Executive-Level Financial Language
Current-Value Target Value Selling
Overcoming Resistance
Gaining Commitment
Follow-up and Action Items

Who should attend?

Directors, National Account Managers
Business Development Managers

Sales and Account Executives
Sales Team Support People

SALES PERFORMANCE PROBLEMS? Call Sales Force Systems™ 305.253.9470

you have one chance to make a first impression

“We win business and see an immediate increase in revenue every time I run a Business Value Selling ® workshop.

I have worked with Sales Force Systems™ for the last 20 years. They deliver the results I needed to grow our business, and are always there to help.”

Dave Hood

President and CEO, Troux Technologies

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