to Executives Workshop
Why Sell to Executives?
Salespeople who focus their efforts on the traditional decision
makers within purchasing or the various functional departments overlook
the fact that executives run the business! Executives don’t
manage the budgets, they control them. They have the power to put
you on the approved vendor list if you’re not there today.
They can overrule the “decision makers” and move in
another direction if they choose. Most importantly, if you can sell
the executive on the unique value that you provide to their business,
competition and price may never become factors in their decision
to buy from you. World-class sales organizations include executive
calling as a major component of their sales efforts and recognize
it as an effective way to penetrate new accounts.
As a result of this Executive Selling Workshop participants will:
- Increase their comfort and
confidence to successfully sell to executive-level buyers.
- Recognize the reasons most
sales people avoid calling on executives.
- Learn the value of calling
- Understand what executives
- Appreciate the role the executive
plays in strategic initiatives.
- Ask relevant questions that
encourage executives to share their objectives and priorities.
- Learn how to get invited back
for a second meeting.
- Understand how to properly
research and prepare for the first executive meeting.
- Use the executive meeting
as a springboard for selling throughout the organization.