How to Cold Call Senior Management, Create Value, and Set Up More Appointments

Duration: 1.5 - 2 hours

Value Forward Selling has been taught in over ninety countries worldwide and is based on real world experiences. It is designed to teach account executives how to sell commodity-based products and services to senior management executives of Fortune 1000 companies and presidents of small firms.

This is not a generic sales course, but a proven tactical methodology on how to find, present and close deals with decision makers.

Each teleseminar has limited enrollment, so all students can interact directly with Paul DiModica, the course author. This course can also be scheduled as a private teleseminar for your sales team.

Many of our students have been exposed to traditional sales methods and teaching programs but have found that their approach was too generic and did not work when they tried to sell senior management executives of Fortune 1000 companies and presidents of small firms. Value Forward Selling is very specific and ONLY designed for people like you.

Agenda

• Why should a senior executive talk with you and how to create value over the phone
• Finding clients and penetrating their no-talk zone
• Developing your sales value proposition that puts your business value in front of you
• Management telemarketing do's and don'ts that most salespeople don't know
• 9 steps to build tactical telemarketing scripts that work with management
• How to manage gatekeepers
• OK you got through - Now what do you say?
• How to set up your first in-person appointment, qualify the prospect and prove to them that you are an industry specialist
• How to create executive language so prospects see you as a peer instead of a vendor
• The three business drivers that force management to buy and how to use them as selling tools