Plan an Initial Executive Call

using the CCL Internet Resource Guide and applying Perceptive Questioning Techniques to uncover where their company’s solutions can deliver the most value to the executive. You’ll also discuss roadblocks that may be put in place by executives in client organizations and what you can do to circumvent those roadblocks.

Communicate Your Value

by developing a Value Matrix that allows you to visually portray your solutions against the client’s key business initiatives and enables you to highlight your differentiated value – contrasted with that of your competitors. You’ll also learn how to develop a detailed but concise Value Proposition that enables you to clearly demonstrate your value.

Present Your Solution to Executives

in a structured, logical manner that clearly focuses on the client executive, as well as the executive’s company. You’ll first use a Checklist for Presenting Your Solution, as well as the CCL Executive Presentation Guide to effectively develop and format your presentation.

Become a Trusted Advisor

and focus on what you have to do to reach that level of business relationship with senior client executives. You’ll learn the implications of becoming a trusted advisor and how to make informed decisions regarding which executives to focus on to cultivate this level of relationship.

CCL is designed for professional salespeople, account and relationship managers who need to effectively leverage their current relationships with senior client executives.

CCL is delivered in one day by an experienced facilitator with prior business-to-business sales and sales management experience. Participants prepare for the workshop by reading and reviewing the RTC Technologies case study, which is then used as the basis for workshop activities.

The workshop is replete with activities that are readily transferred to the salesperson’s current client situations.