The Selling to CxO coaching program is a unique offer to sales responsible who want to dramatically improve their competencies concerning selling to senior executives. You will learn what value expectations are on top of executives’ mind. You’ll also learn how to best address those expectations. The coaching program will improve your known strengths and exploit your potential – it will also identify weaknesses and help you grow. You’ll:
- get to know your own personality and sales profile better and achieve advice and coaching, be pushed and challenged - all to demand more from you, with the intention to help you grow beyond where you are today.
- learn how to fine-tune your messages to improve your communication with different personality types - and practice it to better absorb the skills learned.
- do intensive exercises throughout the 5 modules to create and reinforce excellent value based sales habits and personal growth patterns.
- get to know your “hidden” potential - and be pushed out of your comfort zone – to help you reach more of your goals.
The Selling to CxOs coaching program is unique with its blend of topics covered by a set of 5 modules, all with 6-12 weeks in between with time for individual performance coaching, helping you to turn new knowledge into competencies. This offers you an exceptional personal growth opportunity – where you can refine and strengthen your sales skills for the entire sales cycle, from prospecting to closing the sale.
Personal profiles (personality, sales manners, emotional intelligence) – build from input you provide via a comprehensive questionnaire – will be used intensively during the individual coaching sessions.
Who should attend?
Everybody wanting to considerably improve their sales results – and better understand how value based selling can be a major enabler for that. Are you a director, a sales professional, a sales or marketing manager, a product manager, project manager or senior consultant this course will give you insight and tools that will strengthen your sales competencies.
Agenda and main learning points - in brief:
Module 1 – Selling to CxOs
3 days class training – with intensive exercises.
Main learning points will be to:
- understand executives’ business needs and wants.
- identify business issues as seen by different types of CxO.
- understand the roadmap for success in sales.
- connect executives’ strategies, critical success factors, pain points and values.
- recognize the members of the decision making team.
- map solutions/services to identified business issues.
- compose a value statement targeting executives.
- get a holistic view on CxO challenges, critical success factors, value potential, your offerings – and the way they interlink.
- get insight into business models – and how to exploit them.
- compose convincing value propositions.
- understand important aspects of sales psychology.
- strongly influence engagement/solution scopes – instead of leaving it up to others.
Module 2 – CxO Communication
3 days class training – with intensive exercises.
Main learning points will be to:
- deliver a presentation to CxOs (recorded on video).
- understand the value based buying/selling process better.
- read and manage body language.
- be acquainted with superior ways to build and maintain strong CxO relationships.
- structure a presentation or proposal targeting CxOs.
- know how to exploit emotional intelligence in sales.
- build an exeptional basis for your professional and personal evolution.
Module 3 – Individual Coaching and Sales Style analysis
Individual, face-to-face coaching session.
Each participant will be getting advice and coaching adressing improvement/interest areas they want to focus on. Based on the before mentioned personal profiles you will make up a plan for how to improve your performance and achievements.
Coaching session focus areas most often chosen:
- My personal profile - from a sales as well as a personality point of view.
- A plan for my progression - as a professional and as a person.
- Customer communication coaching.
- Compose and practice a value proposition/case targeting CxOs.
- Practice a customer meeting.
- Practice alignment with different buyer types.
- Practice need/want analysis.
- Practice negotiation/persuasion techniques.
- Practice body language.
Module 4 – CxO Positioning
3 days class training – with intensive exercises.
Main learning points will be to:
- use different tools/approaches to value based positioning targeting CxOs.
- understand how to trigger a decision at executive level.
- overcome objections.
- exploit emotional intelligence in sales.
- incorporate negotiation considerations into your communication and positioning.
- refine the approach for closing a sale.
- make up a plan for professional as well as personal development.
Module 5 – Individual Coaching session
In this module we will follow up on each individual's progress and make adjustments to the development plan - from a professional and a personal point of view.
Prerequisite:
To enable the course principles and apply those in real sales situations the participants must:
- bring actual sales cases to the course.
- forward typical proposal samples you have worked with in the past.
Feedback from our participants is very clear in pointing out the values both in terms of professional and personal development. Some of the comments you can read here »
Price: go to price overview »
Recommended follow on courses:
- Sales Psychlogy coaching
- Emotional Intelligence in Sales coaching
If you would rather want a coaching program tailored to your needs visit custom-built-coaching programs »
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