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Your salespeople will love the format
Tons of research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four or five. That’s why Selling to the C-Suite is made up of three short modules (each less than 10 minutes) that focus on a single aspect of reaching and selling to executives. They’re short but meaty. They’re simple but never simplistic. They’re designed to give your reps a highly-potent dose of training, and then quickly get them back to their real job – selling! Here’s a summary of what you’ll get in the three rapid learning modules: The Secret to Selling CEOs Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal with sales people who don’t instantly grab their attention. This module will uncover the secrets to winning the confidence of CEOs. You’ll learn what makes them tick, how to avoid the biggest mistakes that make them tune your out and techniques to earn their endorsement … and the sale. (Length - 9:32) The Secret to Getting Past Gatekeepers It would be nice if you could just pick up the phone or drop by an office and reach key decision makers at prospect companies. But that’s not the way it goes. More often than not, you find yourself dealing with a gatekeeper … someone who is very protective of the boss’s time and trained to screen out unwanted sales calls. Every once in a while you can use your charm to navigate your way past gatekeepers, but when faced with a real professional, friendly chit-chat and small talk won’t get you anywhere. This module will give you the insights you need to work through the most tenacious gatekeepers. You’ll learn the #1 mistake most sales people make when faced with gatekeepers, the one skill gatekeepers take the greatest pride in and the thing that gatekeepers fear most – and how to use it to your advantage. (Length - 8:40) Reaching the C-Suite: The Down-Side-Up Approach The toughest buyer to reach is usually the one at the top – the CEO or other C-level buyer. In this module, you’ll learn the Down-Side-Up approach that can get you that meeting with the C-level buyer – even when your front-line buyer seems to be blocking the way. You’ll also learn how this approach can open up new sales opportunities throughout the organization, and what to say in the meeting that will make the C-level exec sit up and listen. (Length - 7:58) Selling to the C-Suite works because each module is:
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