You’ll learn from a large company CFO how to access, engage with and learn the specific needs of C-level Executives to win deals. You’ll discover what motivates them, what they’re looking for in a vendor and how to position your solutions as the best option for their business. This proven sales training will skyrocket your close rate.
FINANCIAL ACUMEN FOR SELLING TO EXECUTIVES
Learn the financial terms used by C-level Executives, how to identify opportunities, how to have a financial conversation and how to articulate the financial value of your proposals – establishing credibility and differentiating yourself from your competitors.
GETTING ACCESS TO THE C-SUITE
You’ll learn how to get your foot in the door with any C-level Executive. You’ll discover how to identify the right Executives to speak or write to, what to say to get them interested to listen to you and meet with you. Real practice with a real CFO on your real accounts.
MASTERING MEETINGS WITH YOUR CLIENT’S VARIOUS CXOs
With the executive buying decision becoming more and more collaborative, to win strategic deals, you’ll need to convince a variety of C-Level Executives of the value of your proposal to each one of them. Different Executives have different roles and goals, and you’ll need to know how to speak their language and target their interests. Same proposal-different conversations.
NEW HIRE AND ONBOARDING PROGRAM
Whether for early in career sales recruits or experienced Key Account Managers, obtain the Executive Buyer’s perspective early on to establish a strong Selling to Executives foundation. Practical exercises and role plays by a CFO.
PRESENTING YOUR VALUE PROPOSITION TO THE CFO
You’ll present your proposal in front of a real CFO before you meet with the actual Client Executives. The training CFO will have studied your account and Client CXOs in advance and provide you with feedback on what the C-Suite is looking for, and how to greatly improve your proposal. An invaluable practice before the real thing!
