Strategic Sales Strategic Sales - Gaining Access to the Executives Training available online e-learning

In Strategic Selling - Gaining Access to the Executive you will learn how to understand an executive's goals and priorities gather information about your prospect's needs and prepare yourself to contact an executive. You will also learn how to initiate contact with your executive prospect and get past the gatekeepers in order to talk directly with the executive. Finally you will learn to work through the various stages of customer need: buyer unawareness buyer realization and buyer action.

Training Program Details

Audience

This course is for senior sales professional that are tasked with selling enterprise solutions at an executive level. Also this series is appropriate for salespeople wanting to move up into selling complex sales solutions and for sales managers responsible for managing and coaching recently appointed senior sales people.

Objective

Upon completion of this course the student will be able to:

Identify the importance of selling to top executives by using an executive mindset.

Identify reasons to prepare for contacting the executive.

Topics Include

Unit 1: Understanding the Executive Mindset

Identify reasons to sell to top executives.
Identify actions you can take to develop an executive mindset.

Unit 2: Preparing to Contact the Executive

Identify the types of information to gather before contacting an executive prospect.
Identify the stages of customers? needs.
Identify how to approach executive customers in the buyer unawareness stage.
Identify how to approach executive customers in the buyer realization stage.
Identify how to approach executive customers in the buyer action stage.
Identify the three types of buyers within an organization.
Identify the guidelines for communicating with Approvers.
Identify the guidelines for communicating with Screeners.
Identify the guideline for communicating with Workers.

Unit 3: Initiating Contact With the Executive

Identify steps for preparing a letter to an executive prospect.
Identify steps for making a follow-up call to an executive prospect.
Identify ways to get past a gatekeeper

Duration

2 Hours

Minimum Requirements

The CDROM version of this course requires:

At least a 486DX 33Mhz CPU.
Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
At least 8MB RAM.
At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
At least a double speed CDROM drive.
An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

The network version of this course requires:

At least a 486DX 33Mhz CPU.
Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
At least 8MB RAM and 22MB available hard disk space or file server space.
At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media

CDROM

Serebra Learning Corporation

Strategic Sales - Gaining Access to the Executives

Training Provided by Serebra Learning Corporation

Training Avaliability and Delivery