Advanced Selling

Executive Impact

Tailor your presentation approach to capture approval from top-level decision makers.

  • Onsite Instructor-led
  • Digital/E-learning

Program description

Match your sales approach to the way executives buy.

Executive Impact trains sellers in the art of tailoring sales presentations to the way executives process and retain information. By speaking directly to high-level decision makers, sellers increase the odds of securing approval.

Our in-depth research on how to sell to executives uncovered that executive-level communication is most effective when it’s designed for a specific decision-making style:

  • Skeptic
  • Charismatic
  • Thinker
  • Follower
  • Controller

Our Executive Impact sales training course helps sellers first identify these styles, then craft their message to deliver the right information at the right time. This sales training course is highly recommended to any organization that wants to improve their success rates in selling to executives.

Learning objectives

  • Understand how executives prefer to receive information to tailor messaging and materials used accordingly.
  • Increase confidence when meeting with high-title decision makers.
  • Prepare for the next steps after the executive meeting to appropriately progress the sales opportunity.
  • Ensure salespeople are comfortable and confident when presenting and selling to the C-suite.
  • Collect and share best practices on the most effective selling tools for each decision style.

World-class sales training on how to sell to executives

Executive Impact uses extensive research on how C-Level executives make decisions, to ensure that your sales approach aligns with the way executives prefer to buy:

  • C-Suite selling means tailoring your presentation of information to meet an executive's style of processing information. By doing so, you'll significantly increase your sales effectiveness in securing approval from high-level decision makers.
  • There are many factors that contribute to less-than-perfect win rates, and selling to executives can be one of them. As a sales professional, you should understand how to sell to executives, and the techniques you should master BEFORE selling to executives.
  • When it comes to effectively preparing a sales presentation when selling to executives, you must understand what makes them tick. The key is to research their decision-making style when developing an executive sales strategy. Our Executive Impact training allows you to secure a seat at the executive table and develop your C-Suite selling skills.

In this program, you will learn how to sell to executives and explore a framework for understanding how best to influence others. From our two-year study of nearly 1,700 executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles.

You'll discover how to sell to each style of decision-making, which can substantially increase your close rates when selling to executives.

Related training