Question 1 - Communicating with Decision Makers
Your team are more comfortable dealing at lower levels and appear to lack confidence in engaging at a higher level. This is generally a sign of ‘limiting belief’ and this could prevent them from getting deals signed.
Most sales people don’t step out of their comfort zone when it comes to dealing with more senior people, generally through either ‘fear factor’ or the higher degree of difficulty (and therefore additional work) required in engaging with more senior stakeholders. As a result they are often in danger of not meeting the people who ultimately make the decisions within a business.
Pareto programs most suited to this area of development include Live Prospecting, Sales Excellence and Presentation Skills, or alternatively we can create a bespoke training programme to achieve your organisation's unqiue requirements.