Prepare for Success

Overview/Description
 The success of any executive-level sale is founded on the preparation that is completed before contact is made. Identifying what is likely to be required, and having that planned or in place in advance of the sale, are marks of a true professional. Based on practical methods and techniques, this course takes you through the initial stage of an executive-level sale, and shows how best to prepare for subsequent meetings and negotiations.

Target Audience
 Sales people who are tasked with selling at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly promoted or recently appointed executive-level sales people.

Expected Duration
3.0 hours

Lesson Objectives:

Setting Your Personal Foundations

  • recognize the benefits of self-preparation when selling at an executive level.
  • distinguish the behavior associated with each of the three roles of the salesperson.
  • associate the most appropriate role with the prospect's level of corporate authority.
  • associate the areas of knowledge with specific requirements of the executive-level sales process.
  • associate various organizational skills to the elements of the executive-level sales process that they undermine.

    • Prospecting and Research

  • recognize the value of comprehensive prospecting and research to the generation of quality leads for major accounts.
  • recognize the advantages of interacting with prospective customers at an executive level.
  • use conversion statistics to forecast sales, evaluate and compare potential markets, and calculate the number of sales leads required to generate a specific number of accounts or sales revenue.
  • illustrate the appropriate criteria to use to judge the viability of contracting with a prospective client.

    • Course Number: SALE0221