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When you meet an executive, they’re all business. Getting them to engage with you in any sense is painful. You open up and share, provide great ideas, and work hard to get the other person to see the value in working with you. It should be plain to see, but it’s not. You’re met with aloofness and suspicion. This is why we start the meeting by design. Starting with Act 1 and 2 (Intro-Commitment Objective-Position Statement – Verbal Success Story). The process, at this point, prepares the executive to engage in dialogue.

Building a close, trusting relationship with a skeptical executive is not just necessary, it can be a catalyst to your success. In this session, you learn an effective way to start an executive – seller conversation that builds trust and simply makes sense to even the most skeptical the executive. Discovery questions are to be expected, but if done in the wrong order, they will, at best, enhance skepticism. You learn the best methodology on what order questions should be asked. You explore sample questions you can use right after this session. 

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

  • Explore the four big mistakes sales reps make that annoy C-level prospects.
  • Recognize the correct order to ask discovery questions.
  • Identify questions that engage an executive to open up and share.
  • Discover why personal business questions work for every buyer type.
  • Recognize best questions to ask and why.
  • Gain insight into questions that C-level prospects dislike.
  • Discover the language of C-level prospects.
Last updated/reviewed: April 20, 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
  4:43Introduction to How to Get an Executive to Open up and Share their Concerns, Hopes and Dreams
  8:45Act One, Two, and Three
  10:52Act Three: Discovery Questions
  5:23Questions Box 1 & 2
  13:53CSFQ: Critical Success Factor Question
  10:42Questions Box 3
  1:26Wrap Up
CONTINUOUS PLAY
  55:45Session 5: How to Get an Executive to Open up and Share their Concerns, Hopes and Dreams
SUPPORTING MATERIALS
  PDFSlides: How to Get and Keep Executives Attention at Your Next Meeting Session 5
  PDFHow to Get and Keep Executives Attention at Your Next Meeting Session 5 Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM