Overview:

Engaging high and early with your customer’s executives can give you a competitive advantage. Accessing and maintaining access to Power is key to accelerating your deals and increasing the deal size with your customers.

Learning Outcomes:

• Build an understanding of formal and informal power in its various forms
• Build credibility with Power
• Understand the motivations of Power
• Gain access and maintain it with Power
• Work with your Power to re-assign or create new budget

Who this course is for:

Sales professionals looking to engage with their customer’s executives.

Benefits to you:

Develop the credibility and confidence to engage with your customer’s executives. Understand the personal motivations of power players and how to align your solutions. Understand how to build and sustain relationships at the most senior level.

Benefits to your organization:

Having your sales team engage credibly with Power allows your sales people to close larger sales opportunities, by selling both the business and personal value of your solutions to your customers.