Selling to Higher Level Decision-Makers
Workshop Description
Selling to higher level decision-makers is different and more difficult than other sales calls. This workshop will teach your entire sales team how to plan for and adjust their selling approach accordingly. The purpose of this workshop is to learn what is most challenging and how to address these challenges.
This interactive 2-hour workshop highlights practical concepts and guidelines, including a role play activity on how to present a high-level value proposition.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All salespeople, regardless of experience level, will benefit from this workshop. Anyone else in your organization who interacts with higher level decision-makers will also benefit from the workshop.
Topics and Objectives
1. What Makes Selling to Higher Level Decision-Makers More Difficult: The workshop begins with a discussion and brainstorm activity on the five things that are most difficult about these types of sales calls. For example, the other person is likely to ask for and expect more concessions.
2. Responding to Conflict and Resistance: You will learn the two most common ways that higher level contacts push back during the sales call. A short demonstration exercise will be used to teach how to respond effectively.
3. Preparing and Presenting High-Level Value Propositions: You will learn how to modify your value proposition based on where the decision-maker is on the Visionary to Analytic personality scale. Each person will have an opportunity to prepare and present an appropriate value proposition for one of their accounts.
4. Using Direct and Indirect Influence: A high level decision-maker commented to us that "...I don't like to be sold to but I can be influenced." The workshop concludes with some teaching on how to influence decision-makers, both during direct conversations with the other person and also with the support of an internal ally.