<h1 class="entry-title"><span>Learning Track:</span>Executive</h1>

Duration: 16 hours

Corporate executives are the most senior ‘sales’ people in an organization. Between them they manage all of the resources that a company can bring to bear. As such, many customers feel the need to have direct dialog and relationships with these leaders. For sales people there is risk and reward here. The risks include an executive not being aware of all sensitivities of a customer, or not fully grasping the sales strategy or process. Or, maybe, their interpersonal skills don’t work well with their customer counterpart. So the sale could stall.

Some of the advantages of having a well prepared and skillful executive as part of the extended sales team include the sale being accelerated, trust getting built faster, deeper business insight being gathered and new opportunities being identified.

The Total-Selling Executive learning teack is designed to equip executives with a common sales vocabulary as well as an understanding of the sales process being employed. Skills of specific value to executives such as value discovery questioning, influencing skill, storytelling and business issue discovery are included.

Executives taking this learning track will be able to:

  • Exercize an effective questioning framework
  • Quickly ‘size up’ executive counterparts and be equipped to quickly build positive relationships
  • Understand and enhance the sales methods and process their sales team use and be complimentary
  • Use their new presentation skills to effectively weave stories in to their customer and public interactions

Many executives have had little if any formal sales skills training. This means that sometimes they make basic mistakes, like failing to use silence or focussing on a problem without probing for the underlying anxiety of a customer. And others may struggle with their relationship skills. Sometimes executives feel the need to take control and agree a plan of action that could inadvertantly extend the sale or reduce its value. This course is designed to help executives develop their skills so they stay in lock step with the sales team. They talk a common language and they each know what they are trying to achieve and why.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

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WHY eLEARNING

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BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.