This very successful course has been designed for experienced sales people and managers who want to move up to the next level. Delegates will be able to approach policy makers as well as senior decision makers with the right solution and present a proposal that will win larger accounts.

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Meetings With Senior People

This course not only explains how to get meetings with senior people, it also explains the rules for winning big accounts. The programme covers advanced selling techniques, major account planning and organization.

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Who Should Attend?

Experienced sales people and managers who want to move up to the next level.

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Aims and Objectives

This excellent course covers all the essential and important elements that make up a successful advanced sales campaign. We look at how to turn small accounts into sole supplier status and how to win major accounts.

ª      Advanced Selling Skills

ª      Successful Meetings with Senior Decision Makers

ª      Advanced Strategy and Tactics

ª      Negotiating Preferred Supplier Status

P        Important rules for getting meetings with senior decision makers

………….     Will make life much easier

P        The structure of a sales meeting with senior decision makers

.….....      Essential to be taken seriously

P        Advanced skills work needed for consultative selling

.….....      Will definitely improve your hit rate at senior level

P        How and when to present your ideas and solutions

.….....      Important to get the edge on your competitors

P        The process for dealing with complex objections

.….....      Ordinary answers won't work at this level

P        Structure, layout and design of a successful presentation

.….....      Easy hurdle to fall at, if you get it wrong!

P        Preparing the right proposal

.….....      Some very important golden rules here.

P        Advanced negotiating skills

.….....      Essential if you will be negotiating with professionals

P        Tactics for negotiating top margins

.….....      How to make sure you get what you want

P        Techniques for closing sales with senior decision makers

.….....      Timing is essential here!

P        Business Body Language

.….....       Important to know when you should change tactics

Delegates will be able to approach senior level decision makers and policy makers with confidence and control the meeting in a professional manner needed at this level.

Delegates leave with a clearer insight into how to plan and approach bigger accounts. They will be able to present complex solutions to senior decision makers who will be able to see why using their company exclusively makes good business sense.

Senior sales people and managers who have attended this course have gone on to win and negotiate national accounts with blue chip clients.