A Sales Meeting with an Executive is Always High Stakes
Solution sellers who get a sales meeting with a target company’s executive consistently close more complex deals than those who sell at lower levels. But the expectations and needs of C-suite buyers are higher and different from other stakeholders. A sales meeting with an executive is always high stakes; your odds of winning go up when your sellers are prepared to meet them at the right altitude and pace.
A sales meeting with an executive can give you that inside track on the sales opportunity or at least help build an important relationship on a major sales account. It is critical that you have a meaningful, client-centric, and value-added interaction.
Getting a Sales Meeting with an Executive is Just the First Step
Once you’ve opened the door to a sales meeting with an executive meeting, know that executive buyers expect a much broader, more strategic focus than those prove-yourself meetings with lower-tiered contacts who want to discuss product features, benefits, and costs. To truly engage the executive, Executive Sales Training experts know that you need to quickly identify what matters most, link your offering to their priorities, and articulate value in a concise and compelling manner.
Three Essential Things to Know
Sales management training experts know that if you can sell directly to C-level executives, and do it right, your chance of closing bigger deals faster improves dramatically. Just remember that executives have limited time and patience and expect that you have done your homework and appreciate what it’s like to be in their shoes. You need to be familiar with their competitive landscape and grasp the key issues from an organization-wide perspective.
How do you gain this perspective, so you can discuss strategies and impact rather than tactics and features? Here are the three research-backed areas to focus on as you prepare:
The Bottom Line
Executive buyers do not want to waste time with sales reps who ask what keeps them up at night; they want experienced and trusted advisors who know what matters most and can provide insights and options to help them to conquer their most pressing challenges. Do your homework, prepare your approach, and ask questions that demonstrate your in-depth understanding of their situation.
To learn more about how to sell to executives when the stakes are high, download 5 Field-Tested Tips to Better Sell to the C-Suite
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