Reaching Executive Level Decision Makers and Establishing Rapport
Available as a keynote, or a full day training event.
Elevating your business acumen as a foundation for establishing peer-to-peer relationships with executive level decision makers.
Most Sales Representatives want to improve the quality and number of meetings they get with decision makers. They want meetings that feel like conversations, not pitches. Meetings that establish respect and build peer-to-peer relationships. Meetings where decision makers are comfortable opening up and discussing areas of concern and/or opportunity.
When sales people are asked why they’re struggling with securing more appointments with top decision makers, they say things like, “I’m not at their level, and it’s intimidating” or “I just don’t feel confident making contact” or “I feel like I have nothing of value to offer them.”
In this content rich session, Duane illustrates the importance of meeting the expectations of top decision makers by confidently offering insights and ideas designed to help them move their agendas forward. You will gain insight into the business drivers, goals, plans, and objectives occupying the minds of today’s top decision makers, and learn how to engage them in a business conversation.
After this session, the audience will understand that executive level decision makers are under pressure to improve the performance of every aspect of their business. As a result, they are constantly on the lookout for insights and ideas that will support the accomplishment of their objectives.
- Learn how to gain the confidence necessary to consistently and effectively call on top decision makers and quickly establish rapport.
- As it relates to the sales process, understand how to overcome the number one concern of decision makers: having their time wasted by ill prepared sales people.
- Elevate your general knowledge of business. Understand the trends, issues, threats, and opportunities decision makers are faced with, and how to link your solutions to what is most relevant and meaningful to them.
- Learn how to establish rapport and enlist the support of personal assistants.
- Understand the importance and power of pre-call planning and research.