Bob Beck International - Quid Pro Quo Selling to the Right Level

Selling to the Right Level
is a 1-day course that will give your reps the knowledge they need to shorten the sales cycle, better qualify prospects more completely and take the first step in becoming a “Trusted Advisor” to their prospects. No sales methodology, not even our trademarked Quid Pro Quo Selling, is effective if it is applied to the wrong person/level in the organization. Through years of experience we find most sales reps do most of their selling one to two levels below the ultimate decision maker. Many reps are reluctant to call at the highest levels of the organization. This is costly to you in both time & money. It costs you business if a competitor is developing executive sponsorship while your reps are trying to earn their way up the ladder. Selling to the Right Level gives your reps the knowledge they need with an approach that will instill confidence in their abilities to stand toe-to-toe with senior executives while building value for your product/services.

Who do You Sell To?
Part 1 starts to identify where reps typically do most of their selling vs. selling at the executive level where they have the best chance for success. We uncover the source of their call reluctance, the consequences and how to over come it.

I’m the Decision Maker
Part 2 deals with the trap that sales people often find themselves in – becoming convinced that a “Recommender” is the decision maker. In this section we give reps ways to validate who the real decision maker is as part of their qualification process early in the game. We also teach them how to avoid this trap to begin with.

Executive Roles & Organizational Integration
In Part 3 we explain what various executives’ roles are in organizations, what typically keeps them awake at night, and what their hot buttons are. To be a trusted advisor or come across in a consultative manner, reps have to know how to interact at the senior levels. We’ll spend time with you prior to class to ensure we discuss the executives your reps should be working with.

Understanding the “Organizational Funnel”
Part 4 explores what you are selling vs. what you should be selling. We find most reps simply read and recite the marketing collateral or what they learned in new hire orientation. What they need to be selling is an overall solution to a business issue. Understanding the executive roles covered in part 3 helps to elevate your solution to a new level that addresses the critical business issues at hand.

The Multiple Organization Chart
The last section of Selling to the Right Level deals with the politics that exist in every organization. We talk about the two organizational charts in most companies and how to navigate both successfully. It is critical for your reps to be comfortable at the top. Recognizing who has the power in the organization and knowing how to sell to it or with it. This section alone can be the difference between losing and winning an account.