SellXL – Selling at the Executive Level
Build Your Executive Credibility
Selling at the Executive Level is a one-day workshop that helps professional salespeople create, maintain and leverage relationships at executive levels in client organizations.
Based on findings from research with executives in each global region, SellXL makes a unique contribution to the sales profession that is empirically accurate and culturally sound.
Learn how to…
Target the Right Executive by determining which key executive is most impacted by the buying decision. Learn to identify the difference between formal and informal power, why client satisfaction is not a reliable indicator of client loyalty, and how to connect to the executive value chain.
Gain Access to executives by using the methods they report as most likely to result in a meeting being granted. Learn the best time in the buying cycle to meet with senior executives, how to handle the gatekeepers, avoid roadblocks, and what to do when you’re sent down to lower levels.
Establish Your Credibility by thoroughly analyzing the executive’s key business issues. Follow the executive thought process to identify how external forces drive internal initiatives. Learn how to communicate and get credit for your insight, and occupy the intersection of integrity and capability.
Create Your Value by helping executives see their business through a new set of eyes. Construct a value proposition that’s meaningful to executives and sets clear implementation expectations. Learn how to communicate your value to client executives, thereby ensuring return access to them.
Learning is supported by a compelling business case about a global manufacturer, how its market positioning is driving new corporate initiatives, and the competing agendas behind the scenes. Participants can then apply the process to real client situations.
SellXL is designed for professional salespeople, account and relationship managers who need to effectively leverage their executive-level contacts.
SellXL is delivered in one day by an experienced facilitator with prior business-to-business sales experience. Participants prepare for the workshop by reading and reviewing the JKEA International case study, which is then used as the basis for workshop activities.
About the Research
The concepts and models in SellXL™ are based on the results of interviews and surveys with executives to learn what it takes for salespeople to stand out from a sea of look-alike competitors.
Original research was conducted in 1995, 1999 and 2008 by Stephen J. Bistritz, Ed. D., with the assistance of Hewlett-Packard, the Kenan Flagler Business School of the University of North Carolina, Target Marketing Systems, Inc., and the Center for Business and Industrial Marketing at Georgia State University.
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