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The most important element for making a sale is getting the powerful and influential decision makers, especially the ones with the final approval authority, to approve your offering. 

You may have made sales in the past without meeting with these decision makers and therefore think that accessing and selling to them is not necessary.  Whether you knew it or not someone did your selling for you to win those sales.  Likewise, many of the sales you have lost when you didn’t get to the top decision maker are due to a worthy competitor gaining that access and earning the final approval to buy their competitive solution. 

Gaining access and winning over C-Suite executives, top government officials, and busy doctors is simpler if you know what to do and what to avoid.  In this course you’ll learn how to get to these decision makers, learn their desires and pressures, and then show them how your solution will solve their needs better than any alternative.  You’ll experience shorter sales cycles, reduce pressure to lower your price, overcome situations when there is no budget to buy your solutions, and more. 

Learning Objectives

  • Explore techniques to identify the ultimate decision-maker for your sale.
  • Identify 2 methods to build confidence and overcome the uncomfortable feeling or reluctance of approaching senior executives.
  • Discover the 5 necessary concepts/actions for getting to and winning-over key decision-makers – purpose, focus, confidence, credibility and results.
  • Identify 7 sure-fire actions to get through blockers and other obstacles keeping you from the leaders.
  • Explore the 6 stages of credibility and the 3 criteria necessary to move through each stage.
  • Discover how to efficiently extract critical information that will enable you to win-over the most senior decision makers.
  • Discover how to transfer these senior executives’ credibility to you for access to others and referrals.
Last updated/reviewed: May 17, 2018

1 Review (3 ratings)Reviews

4
Anonymous Author
Good tips on how to deal with Executives and Blockers.

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are need 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
  00:37Introduction to C-Level Selling and Developing Executives Relationships
  12:31Professional Relationships
Getting To Executives
  9:19Who Are The Key Executives? (PURPOSE)
  10:46Gate Keepers and Blockers, Too Busy, and It's been Delegated (FOCUS)
  7:21Embedded Competitor (CONFIDENCE)
  5:08CREDIBILITY
  13:39RESULTS
CONCLUSION
  1:54Course Summary
Continuous Play
  1:01:13C-Level Selling and Developing Executives Relationships Full Video
SUPPORTING MATERIALS
  PDFSlides: Selling at the C-Level and Developing Executive Relationships
  PDFSelling at the C-Level and Developing Executive Relationships Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM