Developing Conversation Strategies for Senior-Level Customers

Business Challenge

Many buying decisions are made or influenced by senior-level customers. These executive customers bring a different perspective to the buying process than do lower level contacts. Building credibility and selling effectively at this level requires a strong understanding of executive issues and values.

Developing Conversation Strategies for Senior-Level Customers

Developing Conversation Strategies for Senior-Level Customers helps salespeople craft strategies for high-level business discussions with senior-level clients. It includes a conversation template and highly practical checklists to plan and guide the discussion.

Key Content

Key content of Developing Conversation Strategies for Senior-Level Customers includes:

• Three approaches that high performers take in calling on senior-level customers, based on Forums recent research
• Examination of four types of customers, and a checklist of issues that managers in various functions are most focused on
• A conversation template with five key elements to guide planning and conducting the senior-level discussion
• Ten key questions and a checklist of what you must know at the outset about the customers organization or business unit

Target Audience

Developing Conversation Strategies for Senior-Level Customers is best suited for business development professionals who need to develop strategies for high-level business discussions with senior-level managers.

Outcomes

By participating in Developing Conversation Strategies for Senior-Level Customers, participants will be able to:

• Improve credibility with and receptiveness of senior-level customers
• Evaluate and coach other salespeople on how to improve the credibility and quality of their business discussions

Developing Conversation Strategies for Senior-Level Customers typically includes 4 hours of classroom learning, with tools and templates for on-the-job skill application and reinforcement.

For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.