Integrated Selling

Integrated Executive Selling

The Integrated Executive Selling program was designed after reviewing the performance results of over 500 sales professionals during a five-year period. It was developed out of the need to bridge the growing gap between antiquated sales models incapable of addressing the complex selling situations, and the highly competitive selling environments that companies deal with today.

Most anyone can meet a customer's expectation, but only a few know how to reach beyond. Delivering more requires knowing how and when to target the critical drivers that clients use in their decision-making process. Once these drivers are uncovered, they can be linked in a way that makes the value of your solution stand out from the rest. The end result is your sales representatives sell more based on the integrated value benefits and less on the price.

The objective of this program is to provide the tools and strategies required to understand the customer buying cycle with a focus on those areas that will improve your overall profit margins. This is first achieved by understanding the importance of value integration and then by exploring ways that demonstrate this in the final solution.

In addition, this program looks at two of the toughest challenges faced by sales people today. First, how to gain access to senior decision-makers, and second, how to learn the critical factors that impact their buying decisions. This includes uncovering the main value criteria sought by each of the functional influencers, technical advisors, critical users and other stakeholders and executives.

Program topics covered:

  • Understanding complex sales,
  • Defining and delivering value,
  • Understanding client side buying cycles,
  • The mind of the executive decision-maker,
  • Understanding financial's for non-financial sales consultants,
  • Designing financial proposals for executives,
  • Executive level contact strategies.

This program is custom-tailored to specific business environments.

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