Business developers are focused on finding opportunities for growth and commercial differentiation with their clients. Often, the proposed solutions will therefore transform the uses or habits of existing client organizations and require a strategic vision of change. To succeed, it is essential to move up the decision-making chain within the client’s organization, i.e. to know how to initiate and conduct commercial conversations with senior executives and “C-Level” management committees.
This course provides the keys to understanding a manager’s agenda, the way he or she operates and the priority issues for him or her. Our “C-Level selling” approach is “non-mechanical” to avoid stereotypes. Each client, each decision-maker is first and foremost an individual. We seek to facilitate the development of self-confidence and assertiveness necessary to contact high-level decision-makers and to create an interpersonal relationship to better sell their ideas.
Key account managers, practice managers, senior consultants, development managers, sales managers, and more generally anyone who has to meet and initiate a relationship with a general management profile (PR, HR, strategic partnerships, etc.)
Prerequisites: mastery of sales techniques and high-level sales experience.
EN
LATAM
ASIA