How to call high - training for selling to senior executives.
Sales Prospecting at appropriate levels of seniority reduces time wasted on opportunities that don't progress and significantly shortens the time it takes to complete a sale. Selling to senior executives provides a comprehensive set of step-by-step methods for getting through, being heard, and getting an appointment with senior decision-makers.
What are the best things to look for in a C-level sales training course?
- The experience of the course author.
- Courses delivered by their author.
- The opportunity for one-to-one learning.
- The co-creation of workplace actions for embedding learning in participant routines and habits.
Maintain or renew career momentum through training by doing. In Selling to Senior Executives, participants take on workplace assignments in one-to-one or group briefing sessions and reconvene to review results, adjust their approach, and take on their next assignment. Training can be spread over several months, condensed into longer intensive sessions, or delivered in a single day.
Key Takeaways
- Find the right new business prospects.
- Identify the true decision makers.
- Step inside the minds of decision-makers.
- Make messages more compelling.
- Select the right approach strategy.
- Demonstrate value through questions.
- Adopt the right behaviour.
Course Content
Introduction: Goal, objectives, and learning management
Inside the Minds of Senior Executives: Results of a study of the issues that concern C-level executives.
Communicating Value: How to have your message heard in the board room.
Who are Right People: Buying personas, gathering intelligence, and choosing the right time.
Gaining C-Level Respect: Research conclusions on the best behaviours.
Finding an Approach that Works: Seven prospecting methods together with their pros and cons.
Make Every Call Count: How to get better results from outreach.
Telling is Not Selling: Ask better questions and develop listening skills.
Managing Non-Verbals: Creating rapport on purpose.
Moving a Sale Forward: How to get agreement at C-level.
Self Management: How to stay motivated and productive.
Review and Next Steps: Actions necessary for results
Participant Comments
I really enjoyed how it was very pinpointed to concrete examples, was easy to relate this to my own position. It was also interesting to meet different people and hear their experiences and thoughts around the topics we went through. Ceetron
Helped to put the science around intuitive things and learn some completely new techniques. Enjoyed the day, thank you. Newton Europe
I am certain that I will be able to use the knowledge that the course has offered. Infospace
Programme includes:
- Pre-course questionnaire.
- Pre-work preparation guide.
- Personalised workplace assignments.
- Programme sales decks, tools, and materials.
- Online resources.
- Career-long support.
Materials and resources
- Self-study guide.
- Accelerated learning report.
- Appointment setting survey results.
- Profit contribution calculator.
- Prospect profiling tool.
- Headline creation framework.
- Campaign approach planning tool.
- Completed campaign plan example.
- Referral networking report.
- Prospect research guide
- Calling high report.
Selling to Senior Executives Delivery Options
- One to One - through 6 two-hour or 12 one-hour sessions.
- £1195 - Learn more.
- One to One on a per-session basis.
- £150 per 1-hour session - Learn more.
- Online Group Training - Have the course delivered for a group through 6 two-hour or 12 one-hour sessions.
- £4795 for up to fifteen people - Learn more.
- Online Group Training - Choose content priorities. Schedule 1-hour sessions to suit participant needs.
- £450 per 1-hour session for up to fifteen people - Learn more.
- Fees exclude applicable VAT.
- Traditional Classroom - Delivered over one or more days at a conference venue or at the customer's offices. Contact us for fees.
Use this link for more information or to have us call you.
Large Numbers
Licensing and train-the-trainer options enable self-delivery. To find out more, call or use the links below. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly.
Flexible Support
If you need to reach more decision-makers or improve sales prospecting, this course provides the know-how for selling to senior executives. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or talk through some options. Alternatively, use the contact form here or send an email to custserv@salessense.co.uk.
