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.