Unlock the Door
Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups

Start at the top. Make the right approach and communicate the right message to gain the attention of senor people and get a hearing.

It is easy to assume that top people are unapproachable. In fact almost everyone is open to relevant and clearly communicated messages.

On this course we explain how -
step by step.

Online free Pre Course Assessment (Requires user login - free registration here)
To request the paper assessment form email customerservice@salessense.co.uk.

Course Objectives

• Identify a real and worthwhile target company

• Identify the name of the right person

• Prepare the right expression of value

• Determine best method to have the message noticed

• Plan a campaign of communication

• Prepare a flawless follow up

• Plan how to behave when you meet

'Unlock the Door'  explains how to get the attention of senior people in medium to large organisations and then obtain a hearing. Board level Directors are usually amongst the most scheduled, sceptical, and protected people in an organisation. Yet they do see sales people in the right circumstances. Unlock the Door teaches how to create the right message and how to maximise the chances of it being read by its intended recipient.

Who Should Attend
All B2B sales people who need to win higher value sales in larger organisations or defend a good positions in existing accounts will benefit from this course.

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Course Contents

How to benefit from the course

• Working on real prospects

• Working on real messages
• Planning a real campaign
• Taking action

Powerful Message

• The right questions
• Indirect value
• Compelling reasons

Selective Radar

• Creating a filter
• Identifying the target

Unlocking the door

• By letter
• By layer
• By Introduction

Repetition and Persistence

• Creating a campaign
• Different delivery mechanisms
• Keeping the message fresh

What to be when you meet

• Executive preferences -Survey
• The necessary preparation
• The critical agenda items

Arrangements

Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.

Length - One day

Class size - Up to twelve

Learning - Lecture, discussion, exercises, application of tools to sales situation and   current sales prospects.

Unlock the Door is fun, challenging, and effective in helping sales people get access to more senior people in customer and prospect organisations. We guarantee an enjoyable day that leaves participants with a new confidence in their ability to call high.

Self Study Option

Outcomes

After completing this course participants will:

Know how to call high and get heard
Be able to create the best possible message
Be able to identify the right prospects
Be able to name the right people
Be able to create an effective campaign
Be able to plan a high level meeting
Know how to get good results from a meeting

Contact us
Pre Course Assessment