Course description
Sales Meeting Effectiveness With Executives - 2Meeting close part 1
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?
Do you work at this company and want to update this page?
Is there out-of-date information about your company or courses published here? Fill out this form to get in touch with us.
Upcoming start dates
Training content
- Session 1: What you need to know before your next executive level sales meeting
- Session 2: What do executive level prospects want?
- Session 3: Creating the consultant, partner, problem solver, perception
- Session 4: How to use verbal success stories to get executives attention and interest
- Session 5: How to get executive level prospects to open up and share
- Session 6: How to get the commitment to do business together
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
Certification / Credits
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
Why choose SteppUP?
Delivered leadership & sales transformation programs to large companies like Comcast Business, and Time Warner.
One national technology company experienced a 77% revenue increase after engaging with SteppUp Now Consulting &Training
Over half million leaders and salespeople have improved their performance through Stepp Sydnors training and development programs with a 4.5 star out of 5 rating
Reviews
Contact this provider
Stepp Sydnor Leadership and Sales Training
Stepp Sydnor Leadership and Sales training is a trusted expert. Our programs help organizations step up their performance, align cultures, and generate more revenues. Our founder Stepp Sydnor brings over 30 years of consulting and corporate experience to his speaking...
Thank you Stepp for your training course titled 2Meeting Close - Sales Meeting Mastery Course, especially since it has helped me in my sales job. My closing ratio has increased ...