Value Forward Selling:
How to Sell to Management
Become a peer in the boardroom,
instead of a vendor waiting in the hallway!

Table of Contents

A detailed sales training book designed specifically for account managers. The course is designed to teach sales reps who sell to Fortune 1000 senior management and presidents of small businesses, how to find, propose, and close deals. New in this edition:

• More information on selling to key accounts
• How to manage sales objections
• How to use storytelling to close more deals
• How to use "value forward selling" techniques to shorten your sales cycle
• Extensive information on negotiating with senior management
• How to manage your sales cycle more effectively
• How to become a better sales professional through post-sale followup

...and much more. Over 400 pages of information in this new publication. Available only in printed format.

Order Now

Chapter 1 Understanding Management Prospects

Who Are You and Why Should Management Buy From You?
Why You Should Focus All of Your Energies on Selling to Management Only
Who Is Considered To Be Management?
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More Often
Selling to Management is a Premeditated Sport
Review and Exercises

Chapter 2 Developing Your Sales Value Proposition

How to Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)?
Why Do You Need a Sales Value Proposition?
How to Become a Pain Management Specialist and Sell More
How to Develop Your Sales Value Proposition
Review and Exercises

Chapter 3 Finding Management and Penetrating the No-Talk Zone

What Is Parallel Imaging?
How to Develop a Senior Executive Dictionary to Communicate Like a Peer
Review and Exercises

Chapter 4 Generating Leads: Marketing to Management

Why Most Marketing Materials and Methods Fail to Generate Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten Your Sales Cycle?
How to Use Channel Partners and Networking to Build Your Pipeline
How to Use the Touch Management Program To Communicate With Your Prospects
Review and Exercises

Chapter 5 Generating Leads: Cold Calling Management

The Goal of Cold Calling
How to Develop Your Telemarketing Script
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers
Review and Exercises

Chapter 6 Meeting the Prospect for the First Time

What to Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up
Review and Exercises

Chapter 7 Presenting to Prospects – The Executive Briefing

What to Expect During the Executive Briefings/Discovery Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ Executive Presentation
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations
Using Portfolio Presentations
Review and Exercises

Chapter 8 Preparing a Management Proposal That Works

Management Proposal Basics
Executive Proposal Pitch
Psychological ROI
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format
Review and Exercises

Chapter 9 Negotiating With Management

Who Should You Negotiate With?
What Should You Negotiate?
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When Negotiating
Seven Questions You Must Answer to Close Any Deal
Review and Exercises

Chapter 10 Selling to Targeted Key or Major Accounts

Mapping Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same Time
Using the Pursuit Sales Team Model to Increase Key Account Revenue
Review and Exercises

Chapter 11 Managing Your Sales Cycle and Forecasting

SAP and MAP Management
Date Management Plan
How to Develop a Date Management Plan
Review and Exercises

Chapter 12 Managing Sales Objections

Moving a Stalled Deal Forward
Managing the Prospect’s Perception of Risk
Review and Exercises

Chapter 13 Using Storytelling as a Business Sales Tool

Building Your Executive Storytelling Format
Personalizing Your Business Story
Review and Exercises

Chapter 14 Managing Your Competition

It’s Not Who You Are—It’s Who You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition
Review and Exercises

Chapter 15 Following Up After the Sale

Developing a Relationship with Your Client
Action Steps to Take After the First Sale
Review and Exercises

Chapter 16 Making a Difference with Business Ethics

Understanding Why Ethics Is Important
Responsibility of the Buyer
Review and Exercises

Conclusion

Order Now