What’s Your “How to Sell to Executives” Score?
Okay, fess up. How successful have you been, really, in gaining access to and closing deals with executive-level buyers?
We know that being able to garner a face-to-face or even a phone meeting with executive-level buyers is difficult. Whether you have to maneuver through voice mail or convince a gatekeeper that you have the chops to earn an audience with a C-Level decision-maker, success requires specific executive selling skills, expertise, and perseverance. It also requires the ability to deliver the right message in a compelling, succinct way.
Some Practical Advice
What approaches work best with C-level executives? How can you earn credibility, their willingness to accept a meeting, and their confidence in your proposed approach?
4 Approaches to Sell to Executives
Here are 4 approaches, not necessarily listed in the order of their effectiveness, that resonate with the executives we have worked with in our over two decades of experience in sales strategy, sales culture, and business sales training:
The Bottom Line
Sales managers and leaders know that it is not enough these days to know something about the business of your executive-level prospects. You need to offer something of real value – a provocative, timely insight – to pique their interest and persuade them that time with you will be well spent.
To learn more about how to sell to executives, download 5 Field Tested Tips to Better Sell to the C-Suite
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