Executive Sales Training is important because it is very different from normal sales training. If you want your team to succeed at executive sales, you need to ensure that you arm them with the right techniques and information for the C-Suite.
Here are the 3 main differences between them:
1) You Aren’t 100% Selling to the Individual
Selling something to a non-executive is often about the personal and professional benefits they, as an individual, will receive if they buy your solution. In executive sales, you must also focus on the benefit to the organization as whole, which means the things you focus on during the sales pitch are completely different.
There are often less emotional attachments involved – you have to have a greater focus on the measurable business benefits of your solution. It is certainly wise to create an emotional attachment between you and the executive team, but not at the expense of the value your product or service will provide the organization.
2) The Process is Longer and More Complex
A big part of executive sales training is teaching sales reps how to keep a conversation productively moving forward during a longer, and more complex, buying cycle. Sales to executives may happen only after the 9th or 10th conversation and will often involve multiple stakeholders with varied agendas.
3) Executive Sales are Still Relationship Based
While the measurable value of your solution is required to play the game, Executive Sales Training experts know that creating executive-level relationships often matters most. For each and every executive-level decision maker you must know what matters most to them personally and professionally.
You cannot just take someone who is good at sales and expect them to shine selling to the corner office without the right executive sales training.
To learn more about raising your selling skills, download The Truth About Sales Coaching and the Biggest Mistakes