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In this introductory session, you learn what creates the negative perceptions executives have when meeting with salespeople. Right now, there are millions of salespeople requesting a meeting with key decision makers which is why gate keepers work hard to shield executives from you. So when you do convince an executive to meet with you, they have a preconceived image and a perception of just how the meeting is going to go. And most executives expect the meeting with you to sound just like past sales meetings.

How do you make your next sales meeting exceptional? What will you do differently within the first 6 minutes of the meeting to cause an executive see you as a valued resource? In Session 1, we discover the key things you need to know before your first meeting. You gain awareness of the negative perceptions built around salespeople, and in the following sessions, we explore how to change it.

 

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 why professional visiting isn’t selling.
  • Identify why executives avoid meeting with a sales rep.
  • Recognize why most initial meetings fail to produce results.
  • Discover why 6 out of 10 proposals go dark.
  • Discover 3 current perceptions that kill your effectiveness.
  • Identify the 6 behaviors that effect meeting outcomes.
Last updated/reviewed: February 22, 2018

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

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
  2:35Introduction to How to Make Your Next Sales Meeting Exceptional
  7:45My First Professional Sales Job
  8:46Challenges and Observations
  5:51Why don't prospects see a difference and why do they tune out?
  3:48Intial Appointment Process and Conclusion
CONTINUOUS PLAY
  28:45How to Make Your Next Sales Meeting Exceptional
SUPPORTING MATERIALS
  PDFSlides: How to Make Your Next Sales Meeting Exceptional
  PDFHow to Make Your Next Sales Meeting Exceptional: Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM