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Course/Product Description
Title:

Executive Level Selling

SKU:SM-1003052
Format: In-Person Seminar
Find A Class Near You: View Dates And Locations For This Seminar
Description:

Executive Level Selling

Establish A Financial Advantage and Sell At The Executive Level

Learning Objectives


You will learn to financially justify, develop, and present a sound business case by demonstrating and quantifying the value of products, services, and solutions to prospects and customers.

Topics Covered

Attendees will:
  • Building A Business Case: Establish value and create a sense of urgency
  • Financial Concepts: Understand how decisions are made from a financial perspective at the executive level
  • Quantifying Benefits: You can’t just say it, you have to prove it
  • The Sales Process: Fit into the customer’s buying cycle
  • Establishing a Financial Advantage: Understand and position your unique benefits
  • Selling Value Instead of Price: Business is seldom lost because of price alone
  • Asking Financial Questions: How to obtain the information to build a sound financial case
  • Listening for Financial Information: You've asked great questions, now listen and understand the answers
  • Difference Between Cost and Price: Why a lower price may cost more
  • Closing Strategies: Use unique financial benefits to close business

Course Agenda

This 2-Day seminar is presented as follows:

Day One
    8:00 Introduction and the Sales Reality
    9:30 Financial Concepts
    10:30 Building A Business Case – An Overview
    12:00 Lunch
    1:15 Presenting A Business Case
    2:15 Questions Unlock The Information
    3:15 Sales Call Logistics
    3:30 Meeting with the Customer – Video Recorded
Day Two
    8:00 Video Review – Meeting with the Customer
    9:15 Establishing and Quantifying Value
    10:15 Break
    10:30 Financial Justification Workshop
    12:00 Lunch
    1:15 Second Meeting with the Customer – Video Recorded
    3:15 Video Review – Second Meeting with the Customer
    4:15 Closing Strategies and Creative Thinking
    5:15 Course Summary and Presentation of The Order Award
    5:30 Course Concludes

About The Provider: Sales Concepts provides sales training seminars and programs, public sales training, customized sales training, trade show sales training, phone sales training and individual training.

In addition to sales training, we also provide customer service training, leadership and management training, telemarketing sales training, field service representative training, presentation training and negotiation training.

We educate people about the sales process, listening, asking questions, negotiating value, financial justification, return on investment, selling benefits, selling value, handling objections, closing, behavior styles, telephone sales, first impressions, negotiating tactics, concessions, power, intimidation, assumptions, creativity, presentations, hiring, coaching, and more.

Sales Concepts, Inc. celebrates over 27 years in business by continuing to offer cost-effective innovative training programs.

Your program is delivered by our best resource, sales and service training professionals who have experience in sales, service, leadership and management.
Price: $2,590.00
More Info: Contact Us For More Information
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Keywords For This Course:

c-level selling, executive level selling, financial justification

Currently Scheduled Dates For This Seminar
There currently are no scheduled dates for this seminar. Please click here to search for another course.

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