Why and How You Can Influence Executives?
Speaker: Gary Peacock
To build stronger, strategic relationships with customers you need to influence executives. To do this, you need to make a difference to their results. To be more persuasive with executives you need to know how they think. You do this by asking well-planned questions. Questions that get executives to think about future results. Remember executives are busy people, you will have very little time, so you will only have time to ask three or four questions.
Ask questions about what interests the executive Business: results and industry changes are the main topics. They want to improve their business results; they want specific ideas tailored to their industry and business. They are also interested in changes outside their organisation that could affect their organisation beyond this financial year. Analyse the changes in competitive forces in the next three years for your executive.
Before you meet the executive, do your research. Research their organisation and research them as an individual. It is surprising how much public information exists. In-depth research will show your credibility and make you more persuasive.
When talking with executives, you need to talk about financial results. Results you should be talking about are: increasing sales, increasing profit, increasing productivity and increasing cash flow.
“An executive: someone who has no time to listen to you... and all the time to talk to you about their business. ”
The keynote will challenge you with live examples of how you can apply this to your best customers.
Gary Peacock is a leading consultant and author who has worked with some of Australia's biggest businesses in the pharmaceutical, medical products and financial services. With over 20 years' experience in senior management roles, his practical experience enables him to understand the challenges of changing behaviours and sustaining the high-growth business.
When not delivering keynotes, Gary is working with executives and senior managers to improve their results faster.
If you are serious about your future, this is a session you can't afford to miss at your conference!
This keynote is a must for everyone in your organisation who needs to influence executives.
Discussion points for conversation at this keynote:
What interests executives?
How can you affect your customers' business results?
How can you find out what keeps your executives up at night?
Each person attending the keynote will receive a copy of the eBook: How well do you know your customers?