Sell Comfortably at the Executive Level
Differentiation at a product, service or solution level is close to impossible in today's complex global marketplace; yet the ability to sell Business Value to executives is still a rare commodity. Hence, organisations that truly understand the Net Future Value they help their client's create can easily and swiftly create differentiation for themselves.
Whether you are selling to the consumer market, and trying to improve your up-selling wins; selling to the SMB market, aiming for bigger deals and more positive brand recognition or are selling to the public sector and need to achieve differentiation and evidence increased EBIT, the ability to position business Value to customer Executive teams is a pre-requisite for success. Many organisations today have sales teams who are able to position value to their initial contacts - but fail at the final hurdle: Getting Executive Buy-In.
Executive level sales people communicate in more sophisticated ways enabling their customers to see them as adding exceptional Value and developing relationships where their customers see them as business partners rather than sales people. These relationships are valued by clients and lead to many sales over time.
Research shows that senior level customers are looking for salespeople who can offer new insights into their challenges, and who can help them develop new strategies. These sales people become 'Trusted Advisors'. To become a Trusted Advisor, a sales person needs to have a deep understanding of the customer's business challenges, an equally deep understanding of their own organisation's capabilities and to be adept at helping customers break out of old assumptions and create net new Value.
Whatever your organisation, ICDL's Executive Engagement Programme will enable your sales team to become adept at selling at the Executive Level. The real business benefit for you is many fold; increased brand equity; sustainable revenue growth; reduced cost of sale; reduced lost opportunity cost and increased win ratio, all leading to sustainable EBIT growth.
Click on the links below to see how ICDL can start to help your organisation today:
- Win New Business Without Eroding Margins
- Effectively Position the Value of your Offering
- Take Control of Your Sales Pipeline
- Invest Precious Resource In Only The Best Opportunities And Grow EBIT
- Sell Comfortably At The Executive Level And Increase Customer Loyalty and Advocacy
- Increase Value For You And Your Customers Through Your Channel Partners
- Take Control of Tendering, Win Most of What You Bid, Reduce Costs per Bid
Related downloads:
Related workshops:
SUCCESSFUL EXECUTIVE SELLING
lies at the core of ICDL's thinking.
Differentiation from an ever growing band of global competitors can no longer be achieved through better positioning of product, service or solution, so your approach to selling has to change [+]
ICDL'S RecruitSMART PROGRAM
ensures successful recruitment of fully trained and capable Executive level sales people.
If Executive level selling is key to successfully differentiating your company and growing EBIT, yet sales people of this calibre are rare - how can I achieve success? [+]