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Ever heard the phrase “perception is reality”? Unfortunately, the perception can often be negative. Your objective is to turn a negative perception into a positive one. While waiting in the lobby for your meeting to start, you should be ready to diminish negative perceptions and replace them with a great meeting experience. From the moment you are received in the front lobby, every little action and word will make an impression. What do you say when asked for coffee or water? How do you start the meeting in a way that begins to capture their interest in you? How much time do you spend finding common ground? As soon as you step into their office, you have less than 6 minutes to create an impression that will win their trust and admiration. 

You cannot afford to conduct an initial meeting by chance. In this course, we explore how to facilitate an exceptional meeting by design. We cover ACT 1 in the sales meeting process that will surprise and amaze your prospect. You learn an understanding on how to start, what to say, what to avoid, and how to create immediate interest. 

Course Series

This course is included in the following series:

5 CoursesSales Meetings: How to Engage C-Suite Executives

  1. How to Make Your Next Sales Meeting Exceptional
  2. Identifying what Executive Level Sales Prospects Want
  3. Creating the Consultant, Partner, Problem Solver Perception in Sales Meetings
  4. How to Use Verbal Success Stories to Get Executive Attention and Interest
  5. How to Get an Executive to Open up and Share their Concerns, Hopes, and Dreams

Learning Objectives

  • Identify the 5 keys to getting executives to buy.
  • Discover your main role in a meeting.
  • Recognize the correct response when asked if you want something to drink.
  • Explore how and when to start a meeting.
  • Explore part one of a four part meeting process.
Last updated/reviewed: March 09, 2018

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:20Introduction to How to Get and Keep Executives Attention at Your Next Meeting: Session 3
  13:17How Do C - Level Prospects Buy?
  11:26Act One
  8:15Act One - Position Statement
  10:54Act One - Position Statement (Continued)
CONTINUOUS PLAY
  45:12How to Get and Keep Executives Attention at Your Next Meeting: Session 3
SUPPORTING MATERIALS
  PDFSlides: How to Get and Keep Executives Attention at Your Next Meeting
  PDFHow to Get and Keep Executives Attention at Your Next Meeting Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM