Get To and Sell to C-Level Executives

Many salespeople are uncomfortable selling to C-level executives. This discomfort can be a problem if you are selling large or enterprise solutions since the higher levels have probably initiated the sales process and might be intimately involved in the decision. IPG works with your sales organization to build comfort and business knowledge to effectively engage and sell to business executives. In addition to our own curriculum, we partner with Executive Conversation and their KNOWtm Program to bring even greater expertise.

Class Outline

  • C Level, Director and Management Responsibilities, Business Challenges and Key Performance Indicators (KPI)
  • Common DiSC® Profiles by Position
  • Differences by Industry
  • Getting to the Appropriate Executive
  • Compelling S.PRI.N.G.™ (Situation, Priorities, Needs & Gains) Dialogues that Will Engage the Executive
  • Planting Seeds and Ideas
  • Staying in Contact Throughout the Sales Process
  • R.E.A.L.™ (Relevant, Effective, Applied Learning) Tips
  • Product Training and Sales Approaches