Objectives
- Developing self-confidence, gaining credibility
- Successfully accessing a member of the C-Suite
- Knowing what to say, what to do and how to present
- How to engage a C-Suite member in the action that will have the greatest impact on the decision process in favour of our solution.
- Participants
- Key Account Managers
- Sales people
- Managers
- 12 participants max.
Prerequisites
- This seminar is strictly designed for salespeople who master sales techniques, and who are expected to meet with members of the C-Suite.
Programme
- How the C-Suite is different from our usual contacts
- Understanding the motivations and needs of a C-Suite
- When and why to access a C-Suite
- How to access a C-Suite: 2 effective methods
- The right strategy with subordinates
- Preparing a compelling 'C-story’
- Building rapport with a C-Suite: when and how
- Learning how to present your C-story intelligently
- Calibrating the communication style of a C-Suite and adapting your own style
- Inspire "trust" and establish a relationship of equals
- What to know in advance...
- When to ask questions and what questions to ask
- What to ask, what to get, and how
- Role-playing practice.
Methodology
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"
Let's video-live and talk about it!
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