Selling to the C-Suite

Salespeople are the point of contact and communication with existing customers and potential customers. And at some point, in order for the customer to be a sustainable relationship, it means a visit to the C-Suite.

But, this meeting is no ordinary sales meeting. It's an extraordinary opportunity to become a consultant and a valued resource to this customer. This conversation is less about products and services and more about trends and strategies. It's more about asking the right questions than providing the right answers. It takes insight, preparation, curiosity, industry knowledge and personal confidence.

This workshop introduces an understanding of the CEO's perspective, a template for outlining an executive conversation and core fundamentals to engage a tough audience.

Key Components

• The CEO's Perspective
• Uncovering Priorities, Gaps & Opportunities
• Mapping an Executive Conversation
• Standing on Client Examples and Results
• Moving from Intro to Urgency
• The Power of Non-Verbals with Executives
• Your Personal Presence & Impression

Workshops and exercises are customized to meet the specific objectives of every group. Our signature workshop is designed as a two day program, but it can be modified to fit any format.

Takeaways

• Workbook
• Written critique for managers
• Custom materials