．Program Description
This program explores in depth the advanced skills in approaching and selling to customer's senior management levels. As highlighted in the Foundation Selling Programs, addressing executive levels' business concerns and aligning solutions with their corporate visions are the keys for sales professionals to establish competitive edge and maintaining customer loyalty in the corporate world. And this requires the highest level of value selling skills.
．Program Objectives
This program enables the participants to:
- Be better equipped to appreciate the thought processes of corporate senior management
- Establish the right to access customer top executives and learn how to keep the door open
- Appreciate the power politics at the executive level to realize what kind of value senior management expects the supplier sales professionals to deliver
- Review the essentials in interpersonal networking skills to maintain continual relationship with customer's key top executives
．Program Topics
The program covers the following:
- Understanding the profile of a corporate top executive so as to be better prepared to face them and address their needs
- Determining what preparation work is needed when meeting executive level customers
- Identifying the right executives and examining the different approaches to access them
- Recognizing the expectations of the executives in their meeting with a salesperson and reviewing the essential steps need to be covered in the first executive appointment
- Scrutinizing the critical functions of executive presentations and proposals as effective tools to close sales
- Developing a strategy to establish continual after sales engagements with the executive level and ensure the value delivered in the solution be recognized
．Program Length
|
|
