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Selling to the C-Suite

Get your foot through the door every time by getting noticed, making relationships and communicating value in a way the C-Suites can't resist. Jim will provide actionable to-do lists for anyone who desires to become to be an 'insider' advisor to the C Suite. You'll find answers to how to sell to the C Suite by offering trust and building your trust skill set. Jim delivers everyday tools, approaches, exercises, resources, and Plain Talk to Smart People in a conversation designed to stimulate your upward sales trajectory in C Suite sales, relationship management with upper management, and impact organizational performance. All the success in sales happens when committed, talented individuals are in front of C Suite prospects, and they make every meeting accountable.


Runtime: 60 minutes
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Do Your Homework

  • Learn What Keeps C Suite Executives Awake at Night. It's About Their Needs and Wants That Require Solutions, Products, and or Services

Find the Gaps in Communication

  • How to Get to Yes Involves Simplification, Clarity, and Focus. Learn How to Identify the WIIFM

Tell Great Stories That Are Relevant

  • Be the One That Delivers Both the Good and the Bad News Immediately by Focusing on the Decision-Making Process, Not the Actual Decision

Discover How to Manage Yourself

  • Accomplishing Tasks by Addressing Your Motives, Your Role, and Your Emotion Before Presenting at the C Suite

Privilege Comes With Your Admission to the Inner Circle

  • It Gives You Access That Must Be Treated as an Honor as You Continually Adjust and Value the Relationship You Must Become More of a Sounding Board Than a Salesperson

Facilitate Conversations That Explore Options

  • Your Role Is More Prescriptive Than Implementation. Find the Ends Results Then Create the Path to Get There

Follow up by Seeing Things Through

  • Recommend Not Only the Best Decision but No Decision
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on December 12, 2018.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

No credit available.

MP3 Download

No credit available.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

James Feldman, CSP, CITE, CPIM, CPT, MIP, PCS

James Feldman, CSP, CITE, CPIM, CPT, MIP, PCS

Shift Happens

  • Chief Innovation Officer at James Feldman Associates, Inc. and Shift Happens! ® D-A-T-I-N-G coach
  • For more than four decades, he has been challenging businesses to unleash personal and organizational creativity, uniqueness and innovation while revealing the essential innovative skills needed to achieve unconventional policies, inventive results, delight customers and develop new resources for growth, profits and competitive advantage
  • His vision is to create great customer experiences that develop customer insistence
  • Serial entrepreneur who owns several businesses that provides ongoing insights into customer service, problem solving, team building and leadership
  • Was named one of the Top 100 Innovators in the 21st Century and recently awarded American Leadership Award for Excellence in Client Solutions by AEI
  • Has been a board member on more than a dozen associations, a 70-story high rise, and holds every certification his industry offers
  • Written 14 books, seven on customer service; more than 400 articles; and he's been a keynote business speaker presenting for such diverse organizations like the U.S. Department of Defense, Verizon, Toyota, Kodak, March of Dimes, Hewlett-Packard, Apple Computer and the Cremation Association of North America just to name a few
  • Helped create customer experiences for both start-ups and Fortune 100 companies
  • After attending law school, he was accepted as the first applicant for the University of Illinois executive M.B.A. program, upon completion he became a visiting professor at University of Illinois, Roosevelt, Purdue, NE Illinois University and Kendall College
  • Can be contacted at 312-527-9111, [email protected], www.shifthappens.com or www.jfainc.com
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Product ID: 404089
Published 2018
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