Training Services

Make the Executive Connection™


About This Program

Selling higher has become a business imperative — but it remains a skill that many sales professionals struggle to achieve. Demystify the core principles involved in executive-level sales success and learn how to:

  • Demonstrate an understanding of the executive's world.
  • Make the most of your time with executive buyers.
  • Create and sustain an engaging executive-level dialogue.




Format
Face-to-Face with Instructor
Duration
2 Days



Why This Program
Without the ability to engage with executive-level buyers, your organization will likely face increasing commoditization pressure from manager-level buyers and fail to close larger, more complex deals.

Learn To

Learn how to consciously and skillfully build more rewarding business relationships with executives.

  • Earn the right to proceed with a conversation 
  • Build and maintain rapport through good times and bad 
  • Ask thought-provoking questions to achieve a deeper level of mutual understanding regarding the executive's and the organization's situation
  • Provide industry-specific and business-specific info that executives value
  • Level openly and honestly with executives
  • Open up future opportunities during your discussions
  • Handle difficult questions with executive presence 
  • Demonstrate a valued commitment to the executive’s success
Benefits
  • Gain access to executive-level buyers
  • Improve your standing with executive-level buyers
  • Engage in more productive sales conversations
  • Increase close rates on larger, more complex deals
  • Build more profitable, long-term relationships with customers



Mandel Tools
  • Conversation Planner: A tool to help you gather info about your listeners and what's important to them
  • Mandel BLUEPRINT®: A framework to help you structure your opening, main points, and closing
  • ARM™ (Align, Respond, Maintain): A model for handling tough questions and objections
  • Composure and Energy™: A summary of the key skills needed to demonstrate executive presence
  • Thought-Provoking Questions: A job aid with questions that explore perspectives, possibilities, and feelings to guide conversations to a deeper level
Instructional Approach
  • Based on learn-by-doing activities that produce skills that stick.
  • Designed to bridge the gap between knowing what to do and knowing how to do it
  • Linked to your organization’s current business issues, initiatives, and goals
  • Focused on real world performance improvement and on-the-job application
  • Enlivened by built-in practice sessions
  • Supported by expert, individualized, in-the-moment coaching
  • Enriched by immediate videotaped feedback



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About Mandel

Mandel Communications is a global consulting and training services firm that has helped 100,000+ professionals from more than 500 companies in 55 countries develop Moment of Truth Communication and Selling Skills.
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