SELLING TO THE TOP

 

Training for Sales Executives and Key Account Managers

 

“Succeed where it matters!”

BACKGROUND

 

Many current markets are characterized by three main trends:

1                                        More top-level buying decisions: the risks involved in long term supplier dependencies push decisions higher up in the organisation.

2                                        Levelling of product qualities: competing products are difficult to differentiate by “objective” buying criteria.

3                                        Reduction of available budgets: customers want more for less, e.g. technology at commodity prices.

 

Even experienced sales executives with a successful track record need to change their ways – or they will be left behind. There are several possible reasons, among others:

 

OBJECTIVES

 

The objective of this training is to enable you to sell your products and services at top level, building relationships that cement profitable partnerships.

 

You are already doing many things right and are quite successful, but you want to:

q       increase your impact at top level

q       become more skilled at handling emotional and political issues

q       add structure to your intuitive skills

q       develop your cross-cultural effectiveness

q        increase your success rate in today’s tough negotiations

 

METHODS

 

The main method is “learn-by-doing”, using Goldmann Communication’s own experience at top level and international best practices, and applying them to tailor-made case-studies and role-plays.

 

The focus is on:

o        challenging your mindset,

o        adding to your know-how,

o        providing you with practical tools, and

o        developing your  skills

 

We train you in workshops with two experienced, professional trainers and a technician, for a maximum of 12 participants.

 

The workshops are residential and are held at a mutually agreed premise.

 

PREPARATION

 

Our preparation includes:

o        Questionnaires for all participants to assess their level and needs, complemented by:

o        Sample Interviews by phone or on site, to gain a deeper understanding of your challenges.

 

We also require an interview with your senior management, to understand your corporate objectives, values and strategies.

 

IMPLEMENTATION

 

We will support your implementation by:

o       Free Remote Consultation: All participants have access to their trainers for free advice concerning specific sales tasks, by phone or e-mail, for three months following the workshop.