Executive Impact℠ is based on understanding how C-Level executives make decisions so the sales approach can be matched to the way executives prefer to buy. Tailoring the presentation of information to meet an executive’s style of processing information significantly increases a salesperson’s effectiveness in securing approval from high-level decision makers.
This program presents a framework for understanding how to best influence executive-level decision makers. From our two-year study of nearly seventeen hundred executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles. Executive Impact℠ provides the process for identifying each of these decision-making styles in order to deliver the right information and improve the probability of success.
Executive Impact℠ may be the right solution if your sales organization is trying to:
Any member of the organization interacting with executives as part of the selling process, from sales support and field sales to front line management. Understanding how individuals make decisions speeds up the buying process and clarifies the appropriate steps for the selling organization.
Enable field salespeople to:
Enable sales managers and senior leaders to: