Selling to Multi- level Decision Makers
This fast-paced 4 hour workshop is designed to enhance salespeople’s ability to analyse, penetrate, and build relationships in accounts where multi-level selling is required.
- Identifying Decision-Makers and Influencers in an Account
- Importance and challenges
- Developing a coach
- Dealing with gatekeepers
- Tactics for selling to Champions, Supporter, Doubters, Obstructionists
- Tactics to deal with common multi-level selling challenges
- Creating and Executing a Multi-Level Selling Action Plan
- Application exercise – participants apply multi-level selling concepts to the account they profiled in the pre workshop assignment, then present their plans in small teams for analysis, assessment, and feedback
A practical, hands-on approach to enhance sales relationships and results via pre-planned sales strategies and tactics.