Is your sales team ready for the big league? Do your sales people have the perspective, knowledge and skill set to work with corporate leaders? Carew’s Building Customer Equity (BCE) program equips sales professionals with specific skills and the strategic approach necessary to work with mid, upper and C-level executives. BCE cultivates the competence and confidence needed for the interdependent relationship of consultative sales.
This workshop utilizes Carew’s proven process for gaining position with upper level managers based on an understanding of the customer’s business drivers and their unique strategic objectives.
The Value Imperative
Understanding Enterprise Operating Reality
Discovering Enterprise Gap: Value Creation Opportunities
Presenting and Demonstrating Your Value Proposition