• Why are executive selling skills different?
• The 4P approach to executive selling.

Module 1: Profiling

• Turning piles of data into real insight.
• Understanding the customer's business.
• Aligning with the account's vision, values, core competencies.
• Understanding the worldview of the senior executive.
• Who are the “players” in the executive suite?
• How are corporate executives measured, what's important to them? How do they perceive your value?
• Why senior executives see salespeople.
• How you can add value to their day.
  

• A day in the life of the corporate executive.
• Contacting the senior executive.
• Developing “traction”.
• Articulating your value at an executive level.
• Developing and leveraging your Executive Value Statement
• Letter writing, phone, voicemail, and email.
• Gatekeepers: How to turn them into your ally.
• Scripting voice mail and email. Writing a great executive letter.
• Voice mail and letter writing contests.
• Getting by the gatekeeper contest.
  
  

Module 3: Preparing

• Videotaped interviews with senior executives with Fortune 500 companies
• What makes an executive meeting successful?
• Setting goals and objectives for the meeting.
• Scripting the first critical minutes of an executive meeting.
• Preparing executive-level questions: what to ask, how to ask
• Maintaining the momentum after the meeting
  

Module 4: Presenting

• Avoiding the 5 biggest mistakes in executive presentations
• Prepare and present opening statements.
• Prepare final presentations for peer review.
• Revisions and rehearsals.
• Final presentations and debriefing: all participants.