WHY this SALESTRAINING
For almost any significant sales opportunity, sellers must be able to gain access to decision-makers with high authority and influence in the buying organization. WEL provides methods and skills for planning the best ways
- to identify the right executive-level contacts to target
- securing access to them
- conducting useful and valuable strategic-level conversations with them
- earning return access for future contact
WEL shows sellers how to develop stronger relationships with executive-level buyers.
WEL focuses on helping sellers to develop four essential skills for executive-level selling, each with their own set of useful methods and planning tools.
WEL focuses on helping sellers to develop four essential skills for executive-level selling, each with their own set of useful methods and planning tools.
The Four Essential Executive-Level Selling Skills
Intended Audiences
WEL is designed for any sales professional who must gain access to - and sell effectively to high-ranking buyers – that is, people with high levels of authority and influence in a buying organization.Program Objectives
- Designed to develop critical skills and methods for selling effectively to executive-level buyers, WEL enables sales professionals to:
- Identify the optimal high-ranking decision-makers to contact within a buyer organization
- Gain access to executive-level contacts
- Collect and process critical information needed for planning effective meetings with executives
- Conduct valuable and insightful strategic-level dialogues with executives
- Generate new opportunities from strategic-level conversations with executives
- Maintain open lines of communications with executive-level buyers
- Cultivate long-term, value-based relationships with executives
Key elements of the Winning @ the Executive Level (WEL) - salestraining
- Identify why and how executives play a role in strategic buying decisions, and what sellers can do to engage effectively with executive-level buyers
- How organizations buy
- The importance of the buyer’s planning phase
- Why executive involvement varies at different stages of the buying process
- Four executive-level selling skills needed to engage effectively with executives
- Executive call preparation
- Strategic dialogues
- Relationship management
- Value communication
DURATION of the TRAINING
Winning @ the executive level (WEL) is a 3-day program.
MAXIMUM NUMBER OF PARTICIPANTS
12 to 15 participants
INTAKE & PREPARATION
Starting 6 weeks before the training
Intake moments with stakeholders
MANAGEMENT BRIEFING
N+1 of the participants
4 weeks before the training
TRAININGMODULE
- 1 week before the training : reading material & video of CEO / VP sales (option)
- Training - day 1 & 2 :
- Day 1 : sales lab : all particpants – theoretical base + examples + brainstorming
- Day 2 : workshop : groups of max 6 persons – practice
- Evaluation
- Individual actionplan
- Follow-up plan
- Day 3 (4 to 6 weeks later) : workshop : feedback, input & practice
MANAGEMENT DEBRIEFING
N+1 of the participants
After trainingday 2 & trainingday 3 : debriefing + management actionplan
FOLLOW-UP PARTICPANTS (optional)
Formal : 3 calls with each particpant 2 – 4 6 weeks after the training
Informal : trainers stay available for feedback & questions of participants for 3 months
LANGUAGES
We deliver this training in English, French, Gemran, Dutch.
WHO IS SELLIO-sales activation
- Founded in 1996
- Based in Belgium, France & Spain
- Active in branches such as : automotive – banks & insurance – pharma – transportation – production – research – education - …
- Specialist in salestraining | salescoaching | salesconsultancy | sales interim management
- Covering all topics & level in sales : BtC – BtB – BtG - salesrep – contactcenter-advisor - accountmanager – sales management – starter – advanced - …
- Delivering training over Europe (80%) – USA (10%) – other (10%)
- Trainer base of 60+ sales-experts over Europe
- Training approach : taillor-made – from design to implementation – high N+1-involvement
Ronny Diricx
- Founder & partner of SELLIO – sales activation / International Learning Solutions
- Professor Sales & Marketing at Vlerick Management School – EHSAL Management School
- 30+ years sales experience
CONTACT
Mobile +32 475 55 81 70
