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:

  1. How do you convince an Executive level prospect that you are worth their time to meet with?
  2. What do you say to break their pre-occupation and get attention?
  3. How do you keep their interest and engagement?
  4. 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:

  1. Executing meetings without sufficient preparation or experience will improvise on the spot
  2. Preconceiving how much a prospect’s willing to spend before they even start the meeting
  3. Lack of meeting structure and process
  4. Valuable time wasted on defining your company instead of learning the customer’s needs
  5. Unclear timelines for engaging sales engineers
  6. False assumptions about a prospect’s intentions
  7. Lack of confidence to deal with executive-level professionals
  8. Uncertainty of when to leverage technical expertise
  9. 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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Testimonials

"We brought Stepp in to do a leadership training with our entire management team for a six month period. The topics and strategies that Stepp brings to the table are second to none. Our leadership team took away valuable skills and traits that will have a lasting effect on our organization and will be taught to our entire sales team. Additionally, his strategy of overcoming objections has been implemented into our sales process and increased our sales presentations drastically."

Joseph Kozel, ASAP Roofing

 

“In 2012 when I was presented an opportunity to crossover into medical supply/equipment sales role, I began searching for a sales training course that would help ensure my success in this new role. I reached out to Stepp for his advice and he told me about course he already had designed entitled “2Meeting Close which is part of the Sales Meeting Mastery Course” that could provide critical key foundational elements for sales persons. It included information about prospecting, time management, conducting sales meetings, buyer styles, smart negotiation, as well as many other important items. Because I was committed to succeeding in this new role, I invested money out of my own pocket to begin this coursework immediately on my own time and it didn’t take very long to start seeing results. When I was hired for the role, they told me that no one in the 36-year history of the company had ever made quota in that territory. They also told me to expect it to take me at least 2 – 3 years to begin making the territory profitable.”

Marty Partida, Medical Sales Account Represenative

“Stepp’s hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything ‘sales’ will change in your organization!”

Pamela Walters, executive vice president, the Devine Group, Inc.

 

Stepp has been a friend and a business partner for several years. Initially, Stepp did sales training for our Sales Professionals and Sales Managers at Cox. We achieved positive results and this lead to our further developing work with Sales Professional and Sales Manager profiling using DISC Tool and Devine Inventory Tools. We continue to use the tools and I know that we have saved money by being able to focus on development based upon the individual’s personal responses to questions within the tools. This has helped us put the "right people" in the "right seats" (hunting, farming, account management, consultative selling, major account management, etc.) on "The Sales Bus" We continue to work with Stepp and because we are getting substantially better productivity as a business partner.

Randy Chandler, VP Cox Communications

 

"I recently attended Stepp's "2 Meeting Close" seminar and was extremely Wowed with his presentation on how to sell and close deals. Stepp understands how difficult the selling process can be, however, he showed how truly easy closing deals can be."

Max Anderson, CEO, Flooring & Interiors Tyler

 

 

"Stepp Sydnor consults and trains sales managers how to hire and manage the best salespeople. I have worked with Stepp both as a client and as a consultant and would highly recommend him. He is knowledgeable in this field, his training and principles provide clarity and direction which has helped focus our time on the right things. I can say that Stepp's training and coaching does indeed get the turnaround and revenue increase, for which you paying for.”

Darryl Drenon, Regional Manager Cisco Systems

 

“In following Stepp’s 3Cs approach, we effectively addressed our workplace communication and sales problems...improved revenues from 10 million to 40 million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.” 

Gulam Harji, Plant Manager, Hood Packaging, Tyler, TX

 

“Stepp’s top-producer approach helped us become the number one store out of 455 Sam’s Club stores nationwide!”

George Cunningham, Sam’s Club, Tyler, TX

 

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