DESCRIPTION
CxO Selling provides an effective process for developing relationships with, influencing and ultimately selling to senior executives. Through the use of tools, based on an analysis of best practices, senior sales professionals hone their skills to optimize high level contacts.
KEY TOPICS
- CxO Selling Framework; why, what, when and how to sell at the CxO level
- The 5 key CxO interactions
- The World of the CxO
- Earning the ‘Right’ to meet the CxO
- Interacting with the CxO
- Presenting to executives
- Developing the CxO selling Action Plan
METHODS AND TOOLS
- CxO role plays with skill-building feedback assessments
- Custom case study with simulated financial statements
- CxO Objection Clinic
- Value Hierarchy tool to enable mapping CxO position to relevant financial and business results
- Executive Presentation Template
OUTCOMES, Participants will:
- Master the most effective ways to reach, relate to, consult with and build business relationships with individual “C-Level” executives
- Understand the thought process of “C-Level” executives
- Develop offerings tailored to the customer by addressing different needs of individual “C-Level” executives
- Develop and win large orders while exceeding sales and profit targets
PARTICIPANTS
- Senior Sales Professionals and Account Managers
PROGRAM LENGTH