HOW TO SPEAK TO AN EXECUTIVE
Executives expect conversations and presentations made to them to be crisp, clear, and credible, with the content precisely centred on their needs.
They also expect the seller to display a strong presence in one-to-one or many-to-one situations. When speaking to an executive, we need to elevate our ideas to the executives’ level, organize and tell a compelling executive-centred story, handle tough questions, challenges, and diversions, and display both confidence under pressure and a distinct presence. We need to be able to Interact with executive groups in a natural way.
Many companies are finding that "selling higher" has become a business imperative.
Without achieving that major move up, they face increasing commoditization at their traditional buyer levels. Getting to higher level decision makers and economic buyers is no longer optional.

That move up, of course, is far easier said than done. Few can accomplish it without specialized skill development.
It has proven to be extraordinarily difficult for most sales professionals to:
  • Get significant time with higher-level economic buyers (even with those just one or two levels above their traditional contacts)
  • Achieve meaningful results when they do get time with executives 
  • Interact with executives in ways that earn the sales person the right to continued high-level access
Three reasons stand out for these sales difficulties:
  • Most sales professionals have not mastered the high-level relationship-building skills required for them to be perceived by executives as personally valuable enough to deserve the executive’s time
  • When sales people do get a chance at more senior levels, most don’t know how to uniquely prepare for and appropriately interact in an executive-level dialogue, plus
  • They don't provide sufficient executive-centric value to earn them a return invitation
Fortunately, these skills can be mastered in expert training workshops, with intensive real-world practice sessions led by Mandel coaches, and these new skills can be demonstrated thereafter "in the moment" with customer executives.

TARGET AUDIENCE
Professionals, managers, directors, and VPs find this training vital to their success,
when their role requires them to present to executives to advocate a position or recommendation,
evaluate alternatives, review project or business unit progress, and/or report on issues that will affect the executives’ strategic or tactical decision making.