Accessing and Influencing Executive Stakeholders in Healthcare and Medical
Successfully accessing and influencing Executive Stakeholders requires a far higher level of preparation and skill than ‘normal’ selling. The potential rewards are great, but Executive Stakeholders are short on time and attention, and they have very different concerns to those lower down the organisation.
Executive Stakeholders are becoming more and more involved in approving or influencing deals, and are critical if your solutions involve process transformation. It is, however, increasingly difficult to access these stakeholders – and if access is granted – a salesperson must have an immediate impact – get it wrong, and they won’t be invited back.
This session will cover the training areas that organizations should implement to build their sales teams’ confidence in both accessing and influencing these stakeholders:
- The most common failure points when selling to Executive Stakeholders
- How to prepare to approach Executive Stakeholders
- How to connect and engage with Executive Stakeholders
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