Executive Impact helps sales professionals understand how C-Level executives make decisions so they can align their sales approach to the way executives prefer to buy. By tailoring the approach to meet an executive's style of processing information, participants of this Miller Heiman program can significantly increase effectiveness in their ability to secure approval from high-level decision makers.

This program presents a framework for understanding how best to influence others. From Miller Heiman's two-year study of nearly 1700 executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles:

• Charismatics are captivated by new, bold, and innovative ideas
• Thinkers are methodical in making decisions. Every pro and con is thoroughly reviewed before rendering a decision
• Skeptics question those things that do not fit their view of the world
• Controllers must manage every aspect of the decision
• Followers make decisions by how similar decisions have been made in the past

Participants will learn to leverage information delivered in the interactions with senior-level executives that are crucial for winning sales opportunities. When information is tailored to an executive's decision-making style, you'll win more business in less time. You'll deliver the right information, in the right manner, in the most effective sequence and format. All of this fitting with the executive's own process for filtering the appropriate information to make a decision.

Why You Should Attend

At the executive level, you don't have room for mistakes. Our research shows that over 50 percent of the time sales people are not selling to executives in the way they want to be sold to.

• 80 percent of sales presentations are aligned to Skeptics and Controllers, even though these two decision-making styles only comprise less than 30 percent of all executives. -Charismatics and Followers comprise 61 percent of executives, yet only 10 percent of presentations are tailored to meet their needs

What You Will Learn

• Learn to identify each of the five decision-making styles
• Develop strategies for before, during, and after each executive-level interaction
• Learn how to adapt your selling style for maximum impact
• Develop a tool kit designed for influencing a specific executive's decision-making style to move the sale forward
• Learn to tailor your selling efforts when multiple decision styles are involved
• Learn how to assemble your team in a way that best complements your customers' decision-making styles to avoid conflict and speed decisions along

How You And Your Organization Will Benefit

• Learn a repeatable process to prepare you for every executive-level sales call -Equip yourself with a worksheet tool, which will help you determine the appropriate order, depth, type, and method of information needed to persuade each executive's decision-making style -Work on your own real-world situations involving upcoming executive meetings -Achieve better close ratios, shorter sales cycles, and less discounting
• Differentiate yourself from others by being more impactful
• Gain credibility and tighter relationships with executive decision makers

Executive Impact provides the process for identifying each of these decision-making styles in order to deliver the right information to improve the probability of success.