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.Trainers
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
Preparing for the adventure!
Performance of the Atman cognitive aptitude test, recognized by the scientific community as the best predictor of performance. It helps you achieve a better job fit by measuring numerical, deductive, verbal, analogical and orientational abilities.
Debriefing with the trainer-coach, presentation of the test results to highlight the participant's natural talents.
Workshop #1 The importance of accessing C-LEVELS
Accessing the C-LEVEL
The posture of a C-LEVEL
Time for a C-LEVEL
Approaching and engaging a C-LEVEL
Different approaches
The C-LEVEL life cycle: an increasingly short timeframe
C-LEVEL concerns
The time scale
The importance of long-term relationships
Workshop #2 Mastering the sales approach:
Mistakes to avoid
Company-specific preparation
Know-how, interpersonal skills, structure of the exchange
Predisposition & natural talents
Understanding and speaking the language of C-levels
C-LEVEL interview simulation
- 30 min simulation
- 30 min feedback.
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
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 quotePrivate 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