Selling Successfully to Senior Executives

Building Trust and Credibility to Establish Lasting Customer Partnerships

The sales environment in today's marketplace is rapidly changing. The key to success for professional sales people today is the ability to sell value rather than product. And, a solid relationship with key executives in customer-oriented organizations is crucial to successful selling. By understanding the special challenges of selling to senior executives―people with high expectations and little time to spare―will bring new levels of success to your selling efforts.

OBJECTIVES

You will display a greater understanding of senior executives and their role in purchasing decisions. You will employ selling tools that result in increased sales and successful partnerships with executive buyers. You will deliver outstanding sales presentations that are consistently clear, concise, and relevant. You will utilize the necessary professional selling skills to handle any question, inquiry, or problem posed to you by a customer or prospect.

OUTLINE

WHO SHOULD ATTEND?

All sales professionals who sell―or need to sell―to senior executives; sales and marketing professionals who need to reach the top decision-makers to increase their company's profits.