In business development, identifying and exploiting growth opportunities is often based on transforming customs and habits within customer organizations. This requires a strategic approach to interacting effectively with high-level decision-makers (“C-Level”). This sales training course, focused on interaction with senior executives, provides the keys to understanding their priorities, their operations and their strategic expectations. Our approach is pragmatic, focusing on the individual behind each C-Level. The aim is to strengthen your assertiveness and confidence, so that you can establish a relationship of trust with senior executives, and sell them your ideas and solutions more effectively. Strategic Sales: Understanding and Convincing Executive Leaders” also aims to develop active listening skills, the ability to engage in meaningful dialogue and inspire confidence by demonstrating an in-depth understanding of each leader's specific challenges and needs.
Objectives
Reinforce the ability to interact with senior executives to build trusting relationships, by understanding the language and posture adapted to each type of manager, to better sell your ideas.
Is it for you ?
Key account managers, practice managers, senior consultants, development managers, sales managers, and more generally anyone who needs to meet and initiate a relationship with a general management profile (PR, HR, strategic partnerships, etc.).
Prerequisite
Mastery of sales techniques and high-level sales experience.
Your benefits
Content
Preparing for the adventure!
- Performance of the Atman cognitive aptitude test, recognized by the scientific community as the best predictor of performance. It helps you achieve a better job fit by measuring numerical, deductive, verbal, analogical and orientational abilities.
- Debriefing with the trainer-coach, presentation of the test results to highlight the participant's natural talents.
Workshop #1 The importance of accessing C-LEVELS
- Accessing the C-LEVEL
- The posture of a C-LEVEL
- Time for a C-LEVEL
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Approaching and engaging a C-LEVEL
- Different approaches
- The C-LEVEL life cycle: an increasingly short timeframe
- C-LEVEL concerns
- The time scale
- The importance of long-term relationships
Workshop #2 Mastering the sales approach:
- Mistakes to avoid
- Company-specific preparation
- Know-how, interpersonal skills, structure of the exchange
- Predisposition & natural talents
- Understanding and speaking the language of C-levels
- C-LEVEL interview simulation : 30 min simulation & 30 min feedback.
Notes
Atman psychometric test (45 minutes), Individual debriefing (30 minutes), 2 workshops (4h), C-level interview (1h)
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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