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Provided by: 123-CBT Computer Based Training Strategic Sales Building the Executive Relationship |
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Training
Provided by 123-CBT Computer Based Training
In Strategic Selling: Building the Executive Relationship, you will learn how to adapt to the four primary behavioral styles you may encounter in executive sales, and you will learn how to build your credibility when selling at the executive level. Additionally, you will identify the types of questions you should ask when diagnosing a prospect?s need, and you will discover how to create a custom solution based on those needs. Finally, you will understand how you can keep an executive prospect involved throughout the sales cycle.
Learn To:
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: Adapting to Behavioral Styles (0.5 hours)
Learn To:
- Understand and approach each of the four behavioral styles.
- Identify reasons for building your credibility, diagnosing the need, and creating custom solution.
- Identify reasons for keeping the executive involved and gaining equal footing with the executive.
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: Adapting to Behavioral Styles (0.5 hours)
- Identify the four behavioral styles you will encounter in executive sales.
- Identify how to approach a leader.
- Identify how to approach a socializer.
- Identify how to approach a peace keeper.
- Identify how to approach an analyzer.
- Identify the key to building credibility.
- Identify how you can build credibility.
- Identify the types of questions you should ask to diagnose a prospect a a s needs.
- Identify the process for creating a custom solution for a prospect.
- Identify how to keep an executive prospect involved as a sale progresses.
- Identify how to establish equal footing with executive prospects.
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Strategic Sales Building the Executive Relationship
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About The Training Provider: 123-CBT Computer Based Training
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
-...
