Getting Executive Sales Prospects to Open Up
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Getting Executive Sales Prospects to Open Up

In this session you learn an effective way to start an executive – seller conversation that builds trust.
0.0 (0 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
0 students enrolled
Last updated 7/2017
English
Curiosity Sale
Current price: $10 Original price: $50 Discount: 80% off
30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • 2 Articles
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Explore the four big mistakes sales reps make that annoy C-level prospects.
  • Recognize the correct order to ask discovery questions.
  • Identify questions that engage an executive to open up and share.
  • Discover why personal business questions work for every buyer type.
  • Recognize best questions to ask and why.
  • Gain insight into questions that C-level prospects dislike.
  • Discover the language of C-level prospects.
View Curriculum
Requirements
  • No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.
Description

When you meet an executive, they’re all business. Getting them to engage with you in any sense is painful. You open up and share, provide great ideas, and work hard to get the other person to see the value in working with you. It should be plain to see, but it’s not. You’re met with aloofness and suspicion. This is why we start the meeting by design. Starting with Act 1 and 2 (Intro-Commitment Objective-Position Statement – Verbal Success Story). The process, at this point, prepares the executive to engage in dialogue.

Building a close, trusting relationship with a skeptical executive is not just necessary, it can be a catalyst to your success. In this session, you learn an effective way to start an executive – seller conversation that builds trust and simply makes sense to even the most skeptical the executive. Discovery questions are to be expected, but if done in the wrong order, they will, at best, enhance skepticism. You learn the best methodology on what order questions should be asked. You explore sample questions you can use right after this session. 

Who is the target audience?
  • Anyone interested in Sales, Marketing, or related fields.
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Curriculum For This Course
10 Lectures
01:51:37
+
Introduction
8 Lectures 01:51:30


Act Three: Discovery Questions
10:51

Questions Box 1 & 2
05:23

CSFQ: Critical Success Factor Question
13:53

Questions Box 3
10:42


Session 5: How to Get an Executive to Open up and Share Continuous Play
55:44
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Supporting Materials
2 Lectures 00:07
Slides: How to Get and Keep Executives Attention at Your Next Meeting Session 5
00:03

How to Get and Keep Executives Attention at Your Next Meeting Session 5 Glossary
00:03
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REVIEW AND TEST
0 Lectures 00:00

Review Questions: How to Get an Executive to Open up and Share their Concerns, Hopes, and Dreams

REVIEW QUESTIONS
3 questions

Final Exam: How to Get an Executive to Open up and Share their Concerns, Hopes, and Dreams

FINAL EXAM
5 questions
About the Instructor
Illumeo Learning
4.3 Average rating
75 Reviews
692 Students
175 Courses
Condensed and Efficient Courses for Busy Professionals

Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.

Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.

Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.

Stepp Sydnor (Illumeo)
0.0 Average rating
0 Reviews
10 Students
4 Courses

Stepp Stevens Sydnor is a trusted sales and business leadership expert. Stepp is an advisor, author and crowd-pleasing speaker. Over the past sixteen years, Stepps training solutions has helped companies stay ahead of their competition by re-thinking, measuring and improving their personal best. Highly engaging, Stepp’s interactive presentations help participants change their belief systems to reach higher sales and leadership goals in white-hot competitive markets. (see testimonials below)

Stepp is the founder of Stepp Sydnor Training Solutions, a business consulting firm based in Rockwall, Texas. Along with his seminar series, he has authored numerous articles on improving sales, leadership and relationship skills. He is also the author of Survive or Thrive? Creating the Life You Want Out of the Life You Have, this book and workbook is an inspirational guide to navigating life’s turnarounds.
Stepp brings over 30 years of consulting and corporate experience to his speaking and writing engagements. Clients range from best-in-class consulting companies for financial, technology, manufacturing and consulting industries i.e. McKinsey Consulting to such high-profile public-sector organizations as First Bank, Prosperity Bank, Grand Bank Dallas, Kelly Community Federal Credit Union, Time Warner Cable, PricewaterhouseCoopers, Cox Communications, UT Health Center, Hood Packaging USA, Comcast Cable, Computerland, and Sam’s Club look to Stepp to help improve communication, cooperation, commitment and revenue performance. Stepp’s proven tools, fresh tips and best practices, gleaned from real-world situations, help seminar participants “get the cure” for lackluster performance—to build a renewed work culture and dynamic sales team that can thrive in any market.


He has authored and developed several seminars including:

1. The Power of Communication, Cooperation, and Commitment – Team building and understanding how three learned behaviors are affecting personal and company performance.

2. Coaching Style Leadership – Understanding the difference between traditional leadership and coaching leadership styles.

3. Smart Sales Management – Proactive sales management and processes.

4. Smart Prospecting and Networking.

5. Smart Selling Outside Sales and Inside Sales.

6. 2MeetingClose - Sales Meeting Mastery Program