Selling to the C-Suite

  2-day in-company sales training course

Positively influencing CXOs (CEOs, CFOs, COOs, ...) is a 'must' to be successful in selling expensive and complex solutions that are of strategic interest to our clients, but Mr. Big Cheese is not a regular sales person’s contact, and he will not give them much time, and no more than one chance, to make a good impression and to persuade him.
Selling to the C-Suite means adopting a different mindset, a different behaviour, and mastering different principles of persuasion.

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.