Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts 0 CPE

If you are challenged to access and sell decision-makers and C-Suite executives, this course will provide a strategy and tools for accomplishment.  In today’s marketplace, many decisions are made by committees, often involving 3-10 executives at different levels and functions. Individuals and committees are both difficult to access. Due to work pressure and personal style, many decision makers are almost invisible (to outsiders) and certainly difficult to find and access. Obviously, you can’t sell and win the business without access to key decision-makers and influencers.

That’s why Strategic Multi-Level Selling is so critical. Using Porter Henry’s exclusive Strategic Multi-Level Selling Map, it provides a framework to identify all the players in the account from gatekeepers to decision-makers, along with C-Suite executives who might influence specific purchases. Strategically, over time, the Map enables individual analysis of the executives via sales calls and networking to determine who might be champions, supporters, or even offer resistance. 

Most important, the Map provides clues to who can influence others (specifically) as the salesperson works his/her way through the maze to gain access where needed.  Like all strategies, developing and updating the MAP is ongoing, but it is invaluable in optimizing sales opportunities as you gain access to the decision-makers and influencers involved in purchase decisions 

Prerequisites

No prerequisites or advanced preparation is required. We do recommend you download 4 items for use in the class: Strategic Multi-Level Selling Map, Map Exercise, Access Call Planner, and Commitment Chart. Also, at some point you complete two related courses, Consultative Selling Success and Value-Driven Selling.

Learning Objective

• Discover the importance of multi-level selling, gaining access to decision-makers high, wide, and deep
• Explore how to strategically navigate a complex account
• Identify the essential elements in planning and implementing access sales calls

Last updated/reviewed: March 6, 2024