How to convince C-level people
| Delivery Type: |
Classroom |
| Sales Team Role Focus: |
Sales |
| Solution Focus: |
Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User |
| Short Description: |
In this session the participants will learn, how they can prepare and execute conversations with executives. They will learn and practice discovering and addressing the business drivers and personal motivators of executives, preparing and asking the right questions, listening and digging for the right answers and to match personalities on both sides (buying center and sales team) in an ideal way. Methods of sales communication (like SPIN technique) and communication skills will be introduced and practiced in role plays.
Key Points:
- What matters to the people? What matters to the business?
- Communication skills and rhetoric
- SPIN selling technique
- It takes 2: Asking & Listening
- Preparation and rehearsals in the team
|
| Learning Objectives: |
- Understand the framework settings of executive conversations
- Learn to know what matters
- Learn how to prepare for conversations with executives
- Learn to develop messages that are interesting
- Train executive conversations in short role plays
- Edge your tools, sharpen your wits
|
| Business Impact / Benefits: |
- Save time and effort
- Be more successful in meetings with executives
- Increase your win rate
- Feel more comfortable when talking with executives
- Increase your professional reputation
- Get appointments easier
- Find new opportunities
|
| Didactical Method: |
Lecture, group exercises, role plays, optional video recording |
| Duration: |
180 - 205 minutes |
| Enablement Level: |
2 |
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APJ