Executive Access
How do you shift from working with buyers and evaluators? How do you position your solution to engage a senior level decision-maker? How do you respond when they try and delegate the meeting to a lower level contact? In this 1-day program participants will develop the knowledge, processes, and skills to engage unreceptive executives and senior managers. More specifically, as a result of this program participants will be able to:
- How to conduct pre-call research to determine political structure, how to position the solution, and determine if it’s a qualified opportunity
- How to navigate through the organizational barriers to identify the ultimate decision-maker(s)
- Access strategies to engage unreceptive decision-makers and influencers
- How to quickly establish credibility with senior level decision-makers
- How to neutralize and respond to the five false objections decision-makers use to avoid sales calls
- How to utilize a systematic, 5-step process that ensures even your most junior reps will see results
- A 4-step process to enhance conversion rates
- The skills to initiating a brief Telephone Discovery Meeting to surface known and unconscious needs
- How to build value over the phone and ensure the prospect emotionally embraces the benefits of the recommended solution
- How to create an account development strategy that will ensure you have a competitive advantage and advance the relationship
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Contact us to learn more about our Executive Access program for Field Sales reps. |
