Selling at the C-Level
3.9 (7 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
31 students enrolled

Selling at the C-Level

This course explains how to get to the decision makers and then show them how your solution will solve their needs.
3.9 (7 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
31 students enrolled
Last updated 7/2017
English
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Current price: $34.99 Original price: $49.99 Discount: 30% off
5 hours left at this price!
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This course includes
  • 1 hour on-demand video
  • 2 articles
  • 2 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Explore techniques to identify the ultimate decision-maker for your sale.
  • Identify 2 methods to build confidence and overcome the uncomfortable feeling or reluctance of approaching senior executives.
  • Discover the 5 necessary concepts/actions for getting to and winning-over key decision-makers – purpose, focus, confidence, credibility and results.
  • Identify 7 sure-fire actions to get through blockers and other obstacles keeping you from the leaders.
  • Explore the 6 stages of credibility and the 3 criteria necessary to move through each stage.
  • Discover how to efficiently extract critical information that will enable you to win-over the most senior decision makers.
  • Discover how to transfer these senior executives’ credibility to you for access to others and referrals.
Requirements
  • No advanced preparation or prerequisites are needed for this course.
Description

The most important element for making a sale is getting the powerful and influential decision makers, especially the ones with the final approval authority, to approve your offering. 

You may have made sales in the past without meeting with these decision makers and therefore think that accessing and selling to them is not necessary.  Whether you knew it or not someone did your selling for you to win those sales.  Likewise, many of the sales you have lost when you didn’t get to the top decision maker are due to a worthy competitor gaining that access and earning the final approval to buy their competitive solution. 

Gaining access and winning over C-Suite executives, top government officials, and busy doctors is simpler if you know what to do and what to avoid.  In this course you’ll learn how to get to these decision makers, learn their desires and pressures, and then show them how your solution will solve their needs better than any alternative.  You’ll experience shorter sales cycles, reduce pressure to lower your price, overcome situations when there is no budget to buy your solutions, and more. 

If you would like Continuing Education Credit (e.g. CPE, CE, CPD, etc.) for this course, it is available if you take this course on the Illumeo dot com platform under course title: Disposition of Commercial Real Estate. Illumeo is certified to provide CPE in over two dozen different professional certifications covering finance, accounting, treasury, internal audit, HR, and more. However, in order to receive CPE credit the courses must be taken on an ‘approved-by-the-governing-body’ CPE platform, and for over two dozen corporate professional certifications, that is the Illumeo platform. Go to Illumeo dot com to learn more.

Who this course is for:
  • Anyone interested in Sales, Marketing or related fields
Course content
Expand all 10 lectures 58:05
+ Introduction
8 lectures 58:01
Gate Keepers and Blockers, Too Busy, and It's been Delegated (FOCUS)
10:46
Embedded Competitor (CONFIDENCE)
07:20
CREDIBILITY
05:07
RESULTS
13:38
Course Summary
01:53
+ Supporting Materials
2 lectures 00:04
Slides: Selling at the C-Level and Developing Executive Relationships
00:02
Selling at the C-Level and Developing Executive Relationships Glossary/Index
00:02
+ REVIEW AND TEST
0 lectures 00:00

Review Questions: Selling at the C-Level and Developing Executive Relationships

REVIEW QUESTIONS
3 questions

Final Exam: Selling at the C-Level and Developing Executive Relationships

FINAL EXAM
5 questions