Multi-level Selling
in
Multi-level Selling
Professional salesmen agree upon the fact that in at least 75% of the sales situations, the actual decisions are made on a high level within the customer’s organization. Out of that same group of sales professionals, 52% admits that they don’t know who the decision makers are, let alone having made contact with them.
Most salesmen and account managers admit that at least half of their failed deals were the result of an inability to make contact with and win the support of the decision makers within an organization.
The main goal of this very practice-based one-day training is to confront you with ideas and models that will help you to find out which level in an organization makes the decisions, and how to make contact with that level in such a way that your efforts are valuable for the customer.
Who can benefit from this training?
Salesmen, (key) account managers and sales managers in a complex business-to-business environment, where (combinations of) your products and services are regarded as solutions by your customers.
Target and result of the training
· Learning about executive team-structures and using this information for creating solutions for your customers
· Learning to recognize different roles within the executive teams and learning how to deal with them
· Knowing which ‘business drivers’ the members of the executive team know and how to anticipate on those drivers
· Using skill and diplomacy to come into contact with members of the executive level
· Being aware of and being able to anticipate on how different individuals take decisions
· Being able to make and present different value propositions for the different roles within the executive team
· Being sure that if a deal fails, it was not because of using a wrong approach to the executive team
Content of the training
· Knowing the ‘playing field’ and understanding it
· What is the structure of an executive team?
· Which roles can you discern in an executive team and what do they find important?
· Which part of the playing field are you playing on now and where should you play?
· How do you work your way up in the customer organization without insulting your contact?
· Different decision making styles and how to deal with them
· Making and presenting various value propositions