PA005
Sales
Journey

Strategic sales: understanding and convincing executive leaders

Establish an authentic and influential link with corporate decision-makers
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In business development, identifying and exploiting growth opportunities is often based on transforming customs and habits within customer organizations. This requires a strategic approach to interacting effectively with high-level decision-makers (“C-Level”). This sales training course, focused on interaction with senior executives, provides the keys to understanding their priorities, their operations and their strategic expectations. Our approach is pragmatic, focusing on the individual behind each C-Level. The aim is to strengthen your assertiveness and confidence, so that you can establish a relationship of trust with senior executives, and sell them your ideas and solutions more effectively. Strategic Sales: Understanding and Convincing Executive Leaders” also aims to develop active listening skills, the ability to engage in meaningful dialogue and inspire confidence by demonstrating an in-depth understanding of each leader's specific challenges and needs.
Duration
1.5 days
Schedule
See training dates for details
Regular fee
$2,975
Preferential fee A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$2,680

Objectives of the training

Reinforce the ability to interact with senior executives to build trusting relationships, by understanding the language and posture adapted to each type of manager, to better sell your ideas.

Targeted audience

Key account managers, practice managers, senior consultants, development managers, sales managers, and more generally anyone who needs to meet and initiate a relationship with a general management profile (PR, HR, strategic partnerships, etc.).

Prerequisite

Mastery of sales techniques and high-level sales experience.

Associations and Partners Companies

Benefits for Participants

  • Be confident in your ability to interact with a high-level interlocutor and other unusual profiles.

  • Know how to create rapport and arouse interest in order to start a sales discussion.

  • Identify the right qualifying and idea generation questions.

  • Know the language and posture of different types of executives (VP, GM, CFO, Marketing Director, HR Director...).

  • Adopt the right “business consultant” posture.  

  • A training program alternating between individual and group sessions and practical workshops.

     

Course architecture

Pedagogical details

Training architecture

We start by helping you to become aware of your individual talents and predispositions, followed by a group session to acquire the necessary tools and methods, and a real-life situation. We deliberately strike a balance between individual and group sessions, and short, hard-hitting practical exercises.

Type of training

Skill development
Skill development and knowledge integration
Decision support
Basic knowledge

Training Notes

Atman psychometric test (45 minutes), Individual debriefing (30 minutes), 2 workshops (4h), C-level interview (1h)

Private or personalized training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

Request a quote
Duration
1.5 days
Schedule
See training dates for details
Regular fee
$2,975
Preferential fee A preferential rate is offered to public institutions, to members of certain professional organizations as well as to companies that do a certain amount of business with Technologia. To know more, please read the "Registration and rates" section on our FAQ page. Please note that preferential rates are not available for online training courses. Discounts cannot be combined with other offers.
$2,680
Private or personalized training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

Request a quote

Request in-company training

If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.

Tell us more

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