The Goal

To move from "Vendor to Adviser" - the title of my book due out in 2011. Most sales training programs call for CIO level meetings, but what will you say when you get there. I've taught these principles all over the world to high-tech sales people. Know the client's needs and having a solid understanding of your offerings is a great start, but how the message gets delivered will make all the difference. Executives choose their advisers - learn how to be one of the few who are called on for advise.

The Experience

In just one day I'll take you from "Vendor" to "Adviser". A great "next step" after completing the Making Money with Security Program, or as a stand alone class on messaging. This class addresses the most critical part of your sales program - The Message . Companies including Cisco Systems, Presidio, ePlus Technologies, and Qwest have found this material to be eye-opening, stimulating, and unique. In this class you'll work through each of these sessions:

• Understanding the four most powerful marketing messages.
• Moving from vendor to adviser.
• Overcome the trends of commodity product sales with consultative value.
• Creating dynamic messaging at the executive level.
• Learn when and how to use value to accelerate the sales cycle.
• You will build a unique value proposition - one that will beat your competition.
• I will show you how to create justification that commands budgets.
• Marketing Strategies that win
• Build your own online profile using social networking tools.

Because this class does not deal with highly technical concepts, almost any sales person will benefit. A background in selling high-tech solutions is not necessary, in fact, many times we find that attendees with a strong technical background find executive level selling to be more of a challenge. So whether you come from heavy product sales or are new to technology sales, you will leave this class with a new perspective on how to reach executives who generally send technical sales people down to their IT department. Don't get delegated to IT custodians, but rather learn to address business issues with a message that 99% of your customers need addressed.

Here's What You'll Leave With...

You will leave this class with a new understanding of what it means to create demand. Here are just a few of the things you will walk away with:

• A new value proposition - one that works with executives.
• How to proactively answer the most asked question sales people face.
• How to defeat objections, grab executive attention, and leverage success stories.
• Command the attention of the board room audience.
• Marketing principles every sales person should be using.
• A message that is predictably needed.
• Justification guaranteed to shorten sales cycles.

Schedule now

Call us at 704-243-0014 and set up a custom class where we will take the products and services you sell and help you move your entire team forward with powerful sales messaging.