Sell to the CIO
A high-level selling skills training
A highly interactive 2,5 day program, in which participants can exericise their skills with real CIO’s. This training is integrated in your sales strategy and customized to your business and market challenges.
- to learn how CIO’s think and act
- to understand the concerns and interests of CIO’s
- to conduct sales conversations successfully at the appropriate level
- to sell the value of your products, services and solutions
- Preparation of business cases, containing your products, markets and challenges
- Selection and briefing of CIO
- Post-care: coaching by CIO
This revolves around answering 5 questions:
- What are the problems a CIO has that your company’s offerings will solve or at least reduce?
- Is solving these problems important to the CIO?
- Does the CIO understand the real value that your solutions deliver?
- Does solving the problems generate greater customer value than the costs incurred in purchasing, installing, using and if necessary, disposing of the product/service and does the return exceed the investment hurdle rate?
- Is my offer superior to competitive offerings that the CIO is considering