Selling to the C-Suite: How to Win Support from Top Executives

Price per copy

To help you build a team of sales professionals who know how to get through to decision-makers - and what to say when they get there - we invite you to check out Selling to the C-Suite: How to Win Support from Top Executives - a new sales coaching tool that's guaranteed to deliver results.

The kit contains 3 complete training modules

  1. The Secret to Selling CEOs
  2. The Secret to Getting Past Gatekeepers
  3. Reaching the C-Suite: The Down-Side-Up Approach

Each of the 3 topics in this kit includes:

  • The short-form "Quick Take" video learning module
  • Handouts for following along and taking notes
  • Discussion Guide to help direct meaningful follow up conversation and reinforce the message
  • Summary Sheet participants can hang by their desks for quick review
  • Quiz  to reinforces the training and allows you to track how well people internalized the concept

Why "Quick Take" modules?

Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.

Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".

Research-based: Learners that perceive their training as credible drives a higher level of behavior change.

The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.

Here’s a summary of what you’ll learn in each of the modules:

The Secret to Selling CEOs (9:32)

Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal with sales people who don’t instantly grab their attention. This module will uncover the secrets to winning the confidence of CEOs. You’ll learn what makes them tick, how to avoid the biggest mistakes that make them tune your out and techniques to earn their endorsement … and the sale.

The Secret to Getting Past Gatekeepers (8:40)

It would be nice if you could just pick up the phone or drop by an office and reach key decision makers at prospect companies. But that’s not the way it goes. More often than not, you find yourself dealing with a gatekeeper … someone who is very protective of the boss’s time and trained to screen out unwanted sales calls. Every once in a while you can use your charm to navigate your way past gatekeepers, but when faced with a real professional, friendly chit-chat and small talk won’t get you anywhere. This module will give you the insights you need to work through the most tenacious gatekeepers. You’ll learn the #1 mistake most sales people make when faced with gatekeepers, the one skill gatekeepers take the greatest pride in and the thing that gatekeepers fear most – and how to use it to your advantage.

Reaching the C-Suite: The Down-Side-Up Approach (7:58)

The toughest buyer to reach is usually the one at the top – the CEO or other C-level buyer. In this module, you’ll learn the Down-Side-Up approach that can get you that meeting with the C-level buyer – even when your front-line buyer seems to be blocking the way. You’ll also learn how this approach can open up new sales opportunities throughout the organization, and what to say in the meeting that will make the C-level exec sit up and listen.

Copyright Notice: The contents of this program may not be duplicated in any form, shared by link through an internal or external network or posted on a Learning Management System. When purchasing this product you are agreeing that the material is for individual use and will not reside anywhere except the CD we send or, if you opt for the Digital Download, on more than one IP address. If you'd like information on securing content rights for your team, please call us at 888-761-7294.