Why Don't Salespeople Call Higher in Client Organizations?
Any successful sales team must understand how to penetrate accounts both vertically and horizontally. The first step is to reach a c-level sales contact. But then you need a systematic approach to use that higher-level contact to bridge over to others throughout the customer organization.
Total account penetration is the focus of Yukon's Selling Higher program. Created by seasoned sales executives, Selling Higher offers a proven methodology that will improve your organization's executive selling skills.
Master the Art of Selling to Executives
Selling Higher addresses the many reasons why salespeople don't call higher, even in accounts where they have strong support. Why do some salespeople avoid the "higher call"?
- They don’t know how to conduct one.
- They don’t want to upset their current contacts by making that c-level sales call.
- They fear they have nothing important to say.
- They think it’s unnecessary because their current business is such a small percentage of the customer’s overall business.
- They’re afraid they might lose their current business if the call goes poorly.
Selling Higher prepares salespeople for the higher call by teaching them to:
- Experience what a higher-level call looks and feels like.
- Conduct a well-prepared, logical discussion with a c-level sales contact.
- Present an initiative that moves the higher-level position to action.
- Create a “loop-back” to the higher-level position so additional calls and discussions will take place.
- Research the issues that are important to people in c-level sales.
- Prepare for the higher-level call through a financial analysis of key ratios.
Learn from Experienced Sales Executives
Selling Higher reinforces all of the above and more by incorporating a unique computer simulation. This challenging and competitive game matches and complements the course materials, allowing salespeople to practice selling to executives and gain valuable feedback.
Each Selling Higher course is taught by a seasoned, experienced sales executive who has lived on both sides of the "higher level" desk and plays the role of a c-level sales contact in tailored role-plays.