Provided by: 123-CBT Computer Based Training

Strategic Sales Gaining Access to the Executives

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Training Provided by 123-CBT Computer Based Training

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.

Learn To:

Identify the importance of selling to top executives by using an executive mindset.
Identify reasons to prepare for contacting the executive.

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.

Deployment:

e-Learning

Accreditation

NASBA credits: 3 CPE Credits
CEU credits: 0.30 CEUs

Language Options:

US English

Total Learning Time:

2 hours

Objectives:

Unit 1: Understanding the Executive Mindset (0.5 hours)

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

Unit 2: Preparing to Contact the Executive (0.5 hours)

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 (1 hour)

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.

Training Avaliability and Delivery

This is primarily online training
	This is an online eLearning or CBT training program
	This program may be available on CD
	Contact 123-CBT Computer Based Training for more information

Training Presented in:

English

Related Keywords: strategic sales gaining access executives

Training Program Details

About 123-CBT Computer Based Training - Training Provider

123-CBT Computer Based Training - 123-CBT offers discount pricing on top quality eLearning programs from leading computer based training providers. Many of the training courses are available both online or on CD so that you can study at home at your own pace: E-Learning available for - ABAP 6.10 - Access 2003 - Acrobat 6.0 - ASP - ASP.NET - C - Captivate 1.0 - Crystal Reports 8.5 - Crystal Reports v10 - Dreamweaver MX -...

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