Objectives
- Developing self-confidence, gaining credibility
- Successfully accessing a member of the C-Suite
- Knowing what to say, what to do and how to present
- How to engage a C-Suite member in the action that will have the greatest impact on the decision process in favour of our solution.
Participants
- Key Account Managers
- Sales people
- Managers
- 12 participants max.
Prerequisites
- This seminar is strictly designed for salespeople who master sales techniques, and who are expected to meet with members of the C-Suite.
Programme
- How the C-Suite is different from our usual contacts
- Understanding the motivations and needs of a C-Suite
- When and why to access a C-Suite
- How to access a C-Suite: 2 effective methods
- The right strategy with subordinates
- Preparing a compelling 'C-story’
- Building rapport with a C-Suite: when and how
- Learning how to present your C-story intelligently
- Calibrating the communication style of a C-Suite and adapting your own style
- Inspire "trust" and establish a relationship of equals
- What to know in advance...
- When to ask questions and what questions to ask
- What to ask, what to get, and how
- Role-playing practice.
Methodology
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
Let's talk about training.
