Executive Impact^SM

Persuasion Strategies to Impact Executive-Level
Decision Makers

Getting to and persuading senior-level executives is often crucial for winning large deals. When you get these opportunities, you need to maximize your odds of success. This requires a fundamental understanding of how key executives involved in the buying process make decisions. Without this knowledge, you could easily squander a golden opportunity.

Executive Impact helps sales professionals understand how C-Level executives make decisions so their persuasion strategy is better aligned for maximum impact with this highly sought-after audience. People's personalities can be dramatically different than the way they make decisions, so it's important not to confuse the two. Executive Impact directly impacts the buy-sell process and the greatest benefit is gained by developing the skills to win more business by selling effectively to each decision-making style.

If your organization is trying to address the following issues, Executive Impact may be the right solution.

• Buying decisions have moved to a higher level in your customers' organization
• Losing high-potential deals because you've failed to access "economic buyers"
• Failure to persuade executives even after gaining access
• Salespeople are "uncomfortable" and avoid presenting to senior executives

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