The Millennium Group
46169 Westlake Drive
Sterling, VA 20165
From Executive-level Sale to Strategic Partnership
Description: Selling at an executive level doesn't stop when the contract is signed. To develop the
business and prevent attack from the competition, major accounts need nurturing. This course
illustrates how knowledge of various corporate cultures will give you a customer compatible
approach that safeguards and maximizes your account revenue.
Negotiating to Mutual Benefit
Description: The key to being a skilled negotiator is understanding the difference between
negotiating and giving money away. This course demonstrates the stages and rules that will gain
you a win/win solution, and with it long-term business. If you follow the guidelines set out here,
you will be able to handle customer strategies and still close the deal on terms that keep both your
company and your customer happy.
Prepare for Success
Description: The success of any executive-level sale is founded on the preparation that is completed
before contact is made. Identifying what is likely to be required, and having that planned or in
place in advance of the sale, are marks of a true professional. Based on practical methods and
techniques, this course takes you through the initial stage of an executive-level sale, and shows
how best to prepare for subsequent meetings and negotiations.
Presenting Your Proposition
Description: Even the most confident sales people can feel their self-assurance dissolve when
required to make a formal sales presentation. This course is about giving you the confidence, not
only to present, but also to get commitment from your customer. Demonstrating a structure that can
be adapted to most situations, this course will equip you with the skills needed to deal with the
most intimidating circumstances with consummate ease.
Progressing through the Complex Sale
Description: High-value purchases impact across the whole organization. So it's not surprising that
these buying decisions are made by those at the top. But getting to these decision-makers isn't
easy, which is why selling at an executive level is a more complex operation that requires all the
resources of the highly skilled salesperson. This course is directed at supplying those resources.
Description: Selling high-value contracts is fiercely competitive, with buyers setting stringent criteria
by which to judge prospective key suppliers. Success at this level requires knowledge of these
criteria and an awareness of what will be required to ensure that your proposition is viewed most
favorably. Using "stripped down" project management techniques, this course outlines the analysis
and planning processes required to direct executive-level sale tasks and events towards a positive
|TMG Learning Management System