Hi-Level Value-Added Selling

Selling to High-Level Decision Makers

Eighty percent of high-level decision makers get involved early in the buying process, yet ninety-five percent of all salespeople are afraid to call at the top. This half-day, fast-paced, fact-filled session is designed for salespeople and sales managers who call on high-level decision makers. It encourages them to call “deep and high” in the account and teaches them how to do it.

Topics Covered in This Program:

Understanding the importance of calling at the top;
Why salespeople fail to call at the top;
Identifying the high-level decision maker;
Getting through to the high-level decision maker;
Learning how the high-level decision maker thinks and decides;
Reducing the distance between the salesperson and the high-level decision maker;
Preparing to meet the high-level decision maker;
Understanding the Hi-Level Value-Added Selling™ process.

The Bottom Line:

Your salespeople will feel more confident when selling to high-level decision makers.
They will call effectively on high-level decision makers who can create funding for your solution.
They will establish stronger ties at all levels throughout the organization.

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