You work hard to get a meeting with an executive level prospect so the main goal is to have a plan to deliver an exceptional meeting experience, including an opportunity to do business together. But did you know that 80% of initial sales meeting fail to produce real results?

Have you experienced an executive-level meeting that didn’t go as hoped? Have you noticed that as soon as you start talking, the executives are not listening and show little interest in you, your product or services? Or have you been equipped with best practice discovery questions you learned from other consultative training courses only to be marginalized with short answers? These are the challenges you will continue to face unless you explore what executives are looking for and how you can deliver a meeting they will absolutely enjoy.

In this session we discover the key reasons why executives do not want to meet with a salesperson. We identify the foundational principles to maximize the effectiveness of your meeting strategy. Executives today want their time to be respected and profitable. We explore what executives are look for and what you can do to give them what they want. 

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
  • Discover the meeting impact because products can be purchased anywhere
  • Discover what executive level prospect really want.
  • Explore how to manage and change the current perception.
  • Recognize how to get executives to do something different.
  • Explore the executive and seller conversation.
  • Identify the benefits of a sales meeting process.
Last updated/reviewed: March 6, 2024
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 .
Instructor for this course
Course Syllabus
  Introduction to Identifying what Executive Level Sales Prospects Want2:21
  What Do C-Level Prospects Want?8:18
  How to Get Executives to Do Something Different6:58
  Better Conversation3:37
  Better Conversation Continued and Sales Process11:40
  Intial Appointment Process1:44
  Identifying what Executive Level Sales Prospects Want34:37
  Slides: Identifying what Executive Level Sales Prospects WantPDF
  Identifying what Executive Level Sales Prospects Want Glossary/IndexPDF