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How To Master The Art Of Executive Level Prospecting, From The Executive Gatekeeper To The Chief

How To Master The Art Of Executive Level Prospecting, From The Executive Gatekeeper To The Chief


Using top down selling the professional salesperson will hone a message and approach for contacting the highest-ranking executive in the company.  The discussion with that executive will center on business benefits of the solution and will focus on getting the executive quickly sharing mission critical information.  This information will be used to secure sponsorship, set meetings with subordinate stakeholders and effectively position your solution later in the sales process.  Dealing affectively with executive gatekeepers as well as the downstream business manager to whom you are referred will also be addressed.

The Following Courses will be Covered in this ONSITE Session:

How to Get the Executive Gatekeeper to Help You Sell More by Telling You All You Need to Know

Calling High is about contacting the highest relevant person in the organization; The Chief. Most often, the first person we speak to is The Chief's secretary, whom we will refer to as "Mary Powers." She is a vital person to The Chief. She is responsible for representing them to anyone from the outside world who is contacting The Chief by phone.  She can and will help you and ultimately ensure your success, but only if you understand who she is and how to best deal with her...read more 
 

How to Talk to The Chief, Get Her to Sponsor Your Sales Process and Answer the Most Important Question You Can Ever Ask Her

Calling High is about contacting the highest relevant person in the organization; The Chief. This executive can help you get further ahead with your sale than anyone else in the organization--sooner, faster and more certainly.  The Chief is the agenda setter for the organization--if she wants someone in her company to meet with you, they will do it...read more  

One Ridiculously Easy Way to Sell the Most Important Person in the Company on Meeting with You

Engaging The Chief's Referral is about connecting with the Executive Initiative Owner aka the person who owns your decision. The EIO is the one that has been directed by someone with Executive authority to head up an Initiative--or project--to lead the change of something at the company. If you know who he or she is, what their major interests are and how to deal with them, they could very likely become your Campaigner...read more 



"There was a guy who told me
never to call back. I did
anyway but used the
techniques from the Score
Selling™ course, with no
fluff at all and I got an
invitation to meet."  

Tripp Swift, Benise-Dowling
National Painting

"Having a call approach that
enables me to counter
objections concisely and
quickly allows me to talk
more naturally and
confidently from the
beginning of a call.    The
confidence of knowing what
to say gives me the edge to
be more aggressive in my
sales.  Would I recommend
the training to others? YES,
this training allows the
novice salesperson to over-
come their fears of
"selling".    I have 20
years of experience
but sales calls
always intimidated me.   The
training allowed me to
minimize that anxiety and
approach my sales days with
greater confidence."  

Brian Dooley, Account Manager,
Szabo Associates, Inc