Selling to Executives is something all sales organizations talk about, but not all understand nor consistently execute. The key is to understanding why you engage with executives, and then how.

The first step is to determine if in fact the sales needs to be made to an executive, involve an executive, or can be made without the effort, risk and time needed to sell an executive.

No every solution needs to be sold to an executive; some do not even need their input or influence. This all becomes clear in the Account Planning stage.

We help you determine the role executives play in the buying decision around your product or service, and develop a means to implement the right plan. All this with the basic understanding that executive determine the long term strategy of the business, have ultimate say in budgets and are responsible for the way they the business is run.

When it is concluded that you need to engage executives, we ensure that you maximize each encounter to deliver results. Our program helps your team over come the factors that lead a majority of executives to believe that their meetings with sales reps are a waste of time due to lack of preparedness and capabilities of the reps they meet. From fully understanding your company’s Unique Selling Proposition (USP), to articulating it in a way that fully resonates with the executive.

Our program will focus on ensuring your reps are able to gain appointments with the right executives. Followed by the skills required to properly handle and execute sales calls with or involving executives. Both of these are the results of a clearly articulated plan for success.

Workshop Benefits

As a result of this Selling to Executive Program participants will:

• Learn to determine the role of executives in their sale
• Increase their comfort and confidence in gaining appointments with executive-level buyers.
• Develop a clear message around your company’s USP
• Create a set of questions that will enable them to surface key issues.
• Map your company’s USP to executives’ concerns and issues.
• Drive the discussion around executive and their company’s priorities.
• Define your solution in terms of value delivered rather than product features.
• Deal with gatekeeper in a professional and productive fashion throughout the sale.
• Understand the executives’ company’s issues and areas of importance through proper planning.
• Use the executive meeting as a catalyst for selling throughout the organization.

By properly engaging with executives consistently realize deeper, longer and more profitable relations with their key accounts. To learn more about succeeding with higher level buyers, contact us at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it .

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