SteppUp Sales Meeting Effectiveness with Executives – 2Meeting Close Part 1
Course Overview
The course is designed for sales representatives that call on Executive level decision makers. Managing and changing an Executive level perception is becoming more and more difficult in today’s sales world. You are not only competing against white hot competitors but also against the prospect’s status quo. As a salesperson, when you start an initial meeting you need to immediately capture their interest, differentiate yourself from other salespeople and prove that you are someone they are pleased to meet with. You need to convince Executive level prospects how you are making a difference and how you are being relevant. There are proven principles and strategies that successful salespeople use to engage and convince Executive level prospects to buy their solution. Did you know that 80% of initial sales meetings fail to get results? Doing more sales meetings isn’t the answer, doing better sales meetings is the answer! By the time you complete Part 1 of this course you will learn how to execute a 4-Part sales meeting process that will teach you how to navigate the following questions:
- How do you convince an Executive level prospect that you are worth their time to meet with?
- What do you say to break their pre-occupation and get attention?
- How do you keep their interest and engagement?
- How do you become a true business consultant and partner not just a commoditized provider of services and products?
Learning a meeting process will turn an Executive level meeting from
“Gee, you just here to sell me something” to
“Wow, you are really trying to help me solve business problems.
Problems This Course Solves:
- Executing meetings without sufficient preparation or experience will improvise on the spot
- Preconceiving how much a prospect’s willing to spend before they even start the meeting
- Lack of meeting structure and process
- Valuable time wasted on defining your company instead of learning the customer’s needs
- Unclear timelines for engaging sales engineers
- False assumptions about a prospect’s intentions
- Lack of confidence to deal with executive-level professionals
- Uncertainty of when to leverage technical expertise
- Significant gaps in pre-sale planning
Learning Objectives
Attendees as result of completing this program, you will have the tools to:
- Turn boring sales meetings into business strategy sessions
- Discover 3 current perceptions that kill your effectiveness
- Learn why executives tune you out after the first 5 minutes
- Learn how to create engagement and maintain control
- Explore the benefits of a sales meeting process
- Understand key principles in getting a commitment for a real proposal
- Understand How to make consultative “we” statements that get agreement
- Explore the four big mistakes sales reps make that annoy Executive level prospects
Session 1 – What You Need to Know Before Your Next Executive Level Sales Meeting
Learning Objectives:
As a result of this session, you will have the tools to:
- Understand why professional visiting doesn’t sell
- Learn why executives avoid meeting with sales representatives
- Understand why most initial meetings fail to produce results
- Gain insight into why 6 out of 10 proposals go dark
- Discover 3 current perceptions that kill your effectiveness
- Recognize 6 behaviors that effect meeting outcomes
Session 2 – What Do Executive-Level Prospects Want?
Learning Objectives:
As a result of this session you will have the tools to:
- Understand that products can be bought and sold anywhere
- Gain insight into what Executive level prospects really want
- Understand how to manage and change the current perception
- Learn how to get executives to do something different
- Understand the executive and seller conversation
- Explore the benefits of a sales meeting process
Session 3 – Creating the Consultant, Partner, Problem Solver, Perception
Learning Objectives:
As a result of this session you will have the tools to:
- Gain insight to how executives buy
- Understand what your main role is in a meeting
- Learn the correct response when asked if you want something to drink
- Explore how and when to start a meeting
- Learn how to create interest in 30 seconds or less
- Understand part 1 of a 4-part meeting process
Session 4 – How to Use Verbal Success Stories to Get Executives Attention and Interest
Learning Objectives:
As a result of this session, you will have the tools to:
- Engage executives in a meeting they find worth sitting through
- Turn boring sales meetings into business strategy sessions
- Understand how to create a consultative, partner, problem solver, perception
- Understand why executives lose interest in you and your solution
- Learn a 4-part meeting process
- Gain insight into why professional visiting is a waste of time
Session 5 – How to Get Executive Level Prospects to Open Up and Share
Learning Objectives:
As a result of this program, you will have the tools to:
- Explore the four big mistakes sales reps make that annoy Executive level prospects
- Recognize the correct order to ask discovery questions
- Identify questions that engage an executive to open up and share
- Discover why personal business questions work for every buyer type
- Recognize best questions to ask and why
- Gain insight into questions that Executive level prospects dislike
- Discover the language of Executive level prospects
Session 6 – How to Get the Commitment to Do Business Together
Learning Objectives:
As a result of this program, you will have the tools to:
- Explore the most effective qualification questions
- Learn to summarize key points and get feedback
- Gain insight into Act 4 structure to end a meeting strong and confident
- Recognize how to pull your audience to the next logical initiative
- Understand How to make consultative “we” statements that get agreement
- Discover the 4 parts of your initial meeting
- Explore the best consultative closing statements executives appreciate
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Stepp Up
PO Box 29422
Charleston, SC 29422
903-539-6840