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If you are challenged to access and sell decision-makers and C-Suite executives, this course will provide a strategy and tools for accomplishment.  In today’s marketplace, many decisions are made by committees, often involving 3-10 executives at different levels and functions. Individuals and committees are both difficult to access. Due to work pressure and personal style, many decision makers are almost invisible (to outsiders) and certainly difficult to find and access. Obviously, you can’t sell and win the business without access to key decision-makers and influencers.

That’s why Strategic Multi-Level Selling is so critical. Using Porter Henry’s exclusive Strategic Multi-Level Selling Map, it provides a framework to identify all the players in the account from gatekeepers to decision-makers, along with C-Suite executives who might influence specific purchases. Strategically, over time, the Map enables individual analysis of the executives via sales calls and networking to determine who might be champions, supporters, or even offer resistance. 

Most important, the Map provides clues to who can influence others (specifically) as the salesperson works his/her way through the maze to gain access where needed.  Like all strategies, developing and updating the MAP is ongoing, but it is invaluable in optimizing sales opportunities as you gain access to the decision-makers and influencers involved in purchase decisions 

Learning Objectives

  • Discover the importance of multi-level selling, gaining access to decision-makers high, wide, and deep
  • Explore how to strategically navigate a complex account
  • Identify the essential elements in planning and implementing access sales calls
Last updated/reviewed: October 31, 2017

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Salesperson Certification

  1. Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  2. Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
  3. Prospecting by Phone, Email and Social Media
  4. Managing Your Time and Territory – Two Critical Routes to Sales Success
  5. Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
  6. Value-Driven Selling
  7. Win-Win Sales Negotiating Strategy and Tactics
  8. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships

Prerequisites

Course Complexity: Advanced

No prerequisites or advanced preparation is required. We do recommend you download 4 items for use in the class: Strategic Multi-Level Selling Map, Map Exercise, Access Call Planner, and Commitment Chart. Also, at some point you complete two related courses, Consultative Selling Success and Value-Driven Selling.

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
  2:21Introduction to Strategic Multi-Level Selling
  4:44Identifying Decision - Makers/Influencers
  4:57Selling to Four Commitment Levels
  10:22Establishing a Coach
  11:22Implementing the Mulit-Level Strategy Part 1
  9:32Implementing the Mulit-Level Strategy Part 2
  10:30Tactics for Special Challenges
  12:16Planning the Access Sales Call
CONTINUOUS PLAY
  1:06:03Strategic Multi-Level Selling
SUPPORTING MATERIALS
  PDFSlides: Strategic Multi-Level Selling
  PDFStrategic Multi-Level Selling Glossary/Index
  PDFAccess Sales Call Planner
  PDFCommitment Levels
  DOCXStrategic Multi-Level Selling MAP-1
  PDFStrategic MLS MAP Exercise
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM