Executive ImpactSM - Persuasion strategies to impact executive-level decision makers
Executive ImpactSM from Miller Heiman® helps sales professionals understand how C-Level executives involved in the buying process make decisions. This knowledge will enable the sales professional to more effectively align their persuasion strategy with the executive’s decision making process to maximize their impact with this highly sought after audience.
Executive ImpactSM focuses specifically on how executives make decisions and should not be confused with personality type indicators. This is important, because an individual’s personality can be dramatically different than the way they make decisions.
Executive ImpactSM has a direct impact on the buy-sell process. The greatest impact is gained by the sales professional developing the skills to present a business case to the C-Level executive is a way that is most appropriate for the individual decision-making style.
Negotiate SuccessSM - Win-Win sales negotiations that strengthen customer relationships
Negotiate SuccessSM from Miller Heiman® helps senior executives and sales professionals improve their negotiating skills through a customer-centric, win-win process. Win-win does not mean compromise. Negotiate SuccessSM will help ensure that the negotiation process ends on a positive note, while building a trusting relationship with customers that will strengthen the company's position for future opportunities.
Many sales professionals approach negotiations as if something gained by the prospect or customer must be taken from them at their expense. They focus on the short term, intent of "getting what is mine" in terms of price alone, rather than on creating value. Focusing on price alone will only lead to higher discounts. However, adding value to the negotiation is more likely to produce a win-win outcome for both parties.
Negotiate SuccessSM presents a simple, easy-to-follow blueprint that makes clear what effective negotiators actually say and do. Selling and negotiating happen simultaneously and includes goal-setting, persuasion, problem solving and decision making. When a sales professional is able to see and understand issues and opportunities from the prospect or customer’s perspective they will be able to work in a joint fashion to create agreements that satisfy the critical interests of everyone.
