Selling to Executives

  • In five 1-hour webinar sessions or one intensive day of ILT, you will plan how to significantly improve your relationship with a real client executive in your portfolio:
  • Objectives:
    • Learn how to profile the business needs of your client to identify the executives of influence and authority most likely to benefit from your solution.
    • Develop the best approach to deal with roadblocks.  Refine your message so the executive sees value in spending time with you.
    • Meeting the executive once is not as valuable as gaining return access.  Learn how to demonstrate your capability in the Client Value Zone, and adjust your approach to meet expectations in different cultures.
    • Learn why customer satisfaction doesn’t guarantee customer loyalty, and how to get credit for the value you add with an effective Value Statement that has the potential to bring you into the executive’s personal inner circle of trusted advisors