Getting Executive Sales Prospects to Open Up

Course details

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.