Selling to Senior Executives

Module 1: Principles of Selling to Senior Executives

Elevate your approach with 9 interconnected principles to help you adopt the right mindset for selling to senior-level buyers. The module includes these lessons:

Selling to Senior Executives Is Different
9 Principles of Selling to Senior Executives
Getting in the Right Mindset to Sell to Senior Executives
Sales Conversation Planner Walkthrough
Resonating, Differentiating, and Substantiating with Senior Executives
Assignment: Principles of Selling to Senior Executives Application Assignment

Module 3: Gaining Access to Senior Executives

Learn the best ways to create a compelling offer that resonates, get past gatekeepers, and secure meetings with senior executives. The module includes these lessons:

Projecting Gravitas to Attract Senior Executives
Outreach Approaches That Work for Senior Executives
Creating a Value-Based Offer That Will Resonate with Senior Executives
How to Gain Access to Decision Makers Through Gatekeepers
The Power of Referrals When Connecting with Senior Executives
15 Proven Ways to Generate Referrals
5 Ideas to Keep in Mind When Asking for Referrals
Becoming a Person of Interest: An Example
Assignment: Gaining Access to Senior Executives

Module 4: Interaction Insight for Senior Executives

Learn how to challenge senior-executive buyer points of view, drive buyer insights, and increase value for these buyers through conversation. The module includes these lessons:

Changing the Buyer Conversation with Interaction Insight
Pushing Back on Buyer Thinking the Right Way
How Buyers Will React When You Challenge Their Thinking
9 Questions (+1 Bonus) for Interaction Insight
Challenging Buyer Thinking Across the Sales Cycle
10 Tactical Tips for Applying Interaction Insight
Assignment: Interaction Insight for Senior Executives: Driving Buyer Insights and Points of View

Module 5: Inspiring Buyer Action and Change: New Reality and the Buyer Change Blueprint

Learn how to create an exceptionally strong case for change with a senior executive buyer and inspire them to take action. The module includes these lessons:

Driving Transformation Using Five Cases
The Key to Driving Change in Sales: The New Reality
Building a Buyer Change Blueprint: The Case for Change on a Page
Planning to Build a Buyer Change Blueprint
Presenting a Buyer Change Blueprint
10 Tactical Tips to Paint the New Reality Picture
Assignment: Inspiring Buyer Action and Change

Module 6: Developing Executive-Level Presence

Learn the skills and traits needed to demonstrate gravitas and impress skeptical senior executives. The module includes these lessons:

Why Executive-Level Presence Matters
Tips for Building Strong Executive Presence
How to Build Trust with Skeptical Senior Executives
Maximizing Gravitas and Building Relationships
4 Keys to Building Trust in Sales
Why the Engagement Threshold Matters
Mastering the Medium for Virtual Sales Calls
Tactical Tips for Building Rapport
Assignment: Developing Executive-Level Presence

Module 7: Preparing for Sales Meetings with Senior Executives

Learn how to strategize and become exceptionally prepared for your meetings with senior executives. The module includes these lessons:

Preparing for Two Different Types of Initial Meetings
Preparing for a Sales Meeting with a Senior Executive
Gaining Insight and Impressing Executives Before Meeting with Them
Meeting a Senior Executive: Applying STRATEGIC
Sales Conversation Planner Walkthrough
How to Prepare for Objections from a Senior Executive
Creating a Shared Understanding of Needs
Use a Buyer Change Blueprint to Communicate Transformation
Assignment: Preparing for Sales Meetings with Senior Executives

Module 8: Leading an Executive-Level Sales Meeting

Learn how to lead thoughtful and effective sales conversations specifically prepared for the higher level of inspection that comes from senior executives. The module includes these lessons:

How to Solve Executive-Level Sales Meeting Common Problems: Part One
How to Solve Executive-Level Sales Meeting Common Problems: Part Two
Scrutiny: Under the Senior Executive Microscope
Pushing Back on Buyer Thinking the Right Way
Assignment: Leading an Executive-Level Sales Meeting

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RAIN Group's online training has armed me with a comprehensive approach to building relationships with clients and closing more deals. I'd highly recommend immersing yourself in the resources and watching your close ratio rise.

Mike Pool, Mid Market Acquisitions Rep, Rackspace

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RAIN Group's online training has armed me with a comprehensive approach to building relationships with clients and closing more deals. Thanks for everything!

Mike Pool, Mid Market Acquisitions Rep., Rackspace

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I can confidently say that this program is the most valuable, highest-quality resource out there. It jump-started my business development effectiveness by helping me identify how I provide value.

Andy Schneit, Consultant, a National Consulting Firm

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for Selling to Senior Executives is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

Ability to drive value
Prospecting
Driving and discovering needs
Solution crafting
Presenting
Winning
Advanced consultative selling skills
Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east

Stand out and win with senior executives.

What Will I Learn?

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Assignments & Resources

Knowledge Checks

Flexible Learning

Certification

Research-Backed

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