Conducting Conversations at the Senior Level

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Conducting Conversations at the Senior Level

Business Challenge

Many buying decisions are made or influenced by senior-level customers. These executive customers bring a different perspective to the buying process than do lower level contacts. Establishing positive relationships with these customers requires effective, well-planned communication.

Conducting Conversations at the Senior Level

Conducting Conversations at the Senior Level builds confidence and competence to achieve more in-depth, engaging, productive conversations with senior-level customers. It focuses on advanced interpersonal skills that build the salesperson’s credibility as an advisor.

Key Content

Key content of Conducting Conversations at the Senior Level includes:

  • Three approaches that high-performing salespeople use in face-to-face discussions with senior-level¬†customers
  • Methods to take fundamental communications to a more advanced level by balancing inquiry and¬†advocacy
  • Practise using inquiry and advocacy skills and tactics for more effective conversations
  • Worksheets for planning and reflecting on customer conversations, using the inquiry and advocacy¬†approach

Target Audience

Conducting Conversations at the Senior Level is ideal for business development professionals who interact with senior level clients. Participants gain skills and confidence to achieve more in-depth, engaging, and productive business discussions with senior-level managers.

Outcomes

By participating in Conducting Conversations at the Senior Level, participants will be able
to:

  • Expand business by engaging in more skilful and productive conversations with senior-level customers
  • Position themselves more credibly with customers as trusted advisors

Conducting Conversations at the Senior Level typically includes 2.5-hours of classroom learning, with tools for on-the-job skill application and reinforcement.