Participants gathered both in person and virtually this week for the second session of the Executive Leadership Program: Helping Clients Succeed. The session, hosted at Caterpillar and facilitated by Franklin Covey, focused on how participants can expertly respond to questions and objections and help their buyers navigate the complex decision-making process to yield higher impact and fewer pushes.
Instructor Michael Lespinasse opened the session by encouraging participants to reflect on challenges they’re currently facing in their roles, prompting thoughtful discussion around shared themes like communication, customer dynamics, and workplace efficiency.
Topics early in the day focused on the foundations of successful sales conversations and how to approach customer discussions with a strategic mindset.
The second half of the day focused on handling challenges and tough questions from both customers and sales professionals, with participants practicing techniques for navigating difficult conversations.
Participants also engaged in activities and breakout groups throughout the day which gave everyone the opportunity to role play using skills they learned over the course of the session.
The day wrapped with a debrief on key takeaways from the activities. One participant shared, “What stood out to me was gaining a valuable tool for handling challenging situations and turning obstacles into opportunities for progress.”
The EWTC year-long programs also include Executive Leadership Program: Cultivating High-Performing Teams & Cultures and Executive Leadership Program: Integrated Leadership: Leading with Influence, Agility & Accountability, facilitated by Heidrick & Struggles.
For any questions about the programs, contact Vice President Programs & Events Peggy Helfert.
Peggy Helfert, Vice President Programs & Events, writes about the Energy Workforce’s sector-specific best practices and leadership. Click here to subscribe to the Energy Workforce newsletter, which highlights sector-specific issues, best practices, activities and more.
Peggy Helfert, Vice President Programs & Events, writes about the Energy Workforce’s sector-specific best practices and leadership. Click here to subscribe to the Energy Workforce newsletter, which highlights sector-specific issues, best practices, activities and more.
