The Key To Dealing Effectively With The Chief And Why You Want To Sell To Her First, Last And Often
The Chief is a special type of decision maker. So from the best way to approach her on to successfully engaging her interest, sponsorship and endorsement, the Score Selling™ trainee will learn new and powerful strategies and techniques to increase the success rate with their executive level decision makers. Strategic discovery and consultative qualification of the Key Business Objective(s) of the executive level decision maker will be also be covered in depth.
The Following Courses will be Covered in this ONSITE Session:
The Chief is your final authority on the decision. Many times she is the CEO or president. She is important because she is the agenda-setter for the entire organization. If you want someone to pay attention to a particular project, she can direct that individual to do so. She has enormous influence if not direct control over which projects get funding...readmore
The Chief is not the typical decision maker that the average sales professional is used to dealing with. Who she is and how she interacts with her key relationships, including salespeople, is essential to successfully selling to her...readmore
“I can attest my ability to sell more is a result of Score Selling™... specifically because of the focus on applying these principles at the beginning of the sales process. It’s a good program to refresh selling principles.”
Dennis M., Sales Specialist, Industrial Equipment Sales
“Kevin brought up so many ideas that never even crossed my mind! Great training! The questions I ask my customers!! I loved the idea of the poking questions that I can ask the customers in regards to quoting."