Further Details
“In some companies, no matter what the procurement or selection team comes up with, the chief executive officer will carry the day with his or her own personal preference.” Phil Schneider, Partner, Deloitte & Touche Fantus
As competitors get smarter, the cost of the sales process escalates and more decisions are taken at Board level that hitherto were taken by middle management – the importance of being able to sell effectively to the senior decision makes increases.
If a sales force has grown up selling to a purchasing function, the idea of presenting a business proposition to the CEO is worrying.
How do they reach the person? What do they say that deserves the CEO’s time? What homework does the CEO expect the seller to have done prior to the meeting? Too many sales people take the easy option and aim their message at a lower, but interested, level.
In the context of this workshop, The Chief refers to a CEO Chief Operating Officer, Chief Finance Officer or any senior executive who has the final power of veto on any purchase decision.
“A Chief saying ‘yes’ is worth 20 subordinates’ promises.”
Outline of the Workshop
What The Chief really wants from a professional sales person
Professional approaches to get that first meeting
Making the time given valuable to both parties
Identifying the key business challenges facing the company, the business drivers and corporate objectives
Matching their problems to your value proposition
Getting their commitment to move the project forward
Benefits of attending – you will leave the workshop equipped to:
Identify and reach the key decision maker
Prepare for meetings with and presentations to The Chief
Able to clinch bigger and more lasting deals
Able to build better and more valuable relationships on behalf of your organisation
Who should attend?
Any person within the selling function who has a personal difficulty at getting in at the right level within a customer’s business. This includes sales directors/managers of substantial businesses where purchase decisions are taken at Board level. The business transactions will likely be high value and in a very competitive market.
When: 26th June. Repeated: 14th October
Workshop leader Chris Horsman
Guide price
£435 |
