Okay, so you have done your homework with research and visiting with different people within a major account opportunity. Now you have the first opportunity to visit with The Decision Maker about what you have found.
One thing I have to make clear at this point, I’m talking from the framework of a Consultative B2B Sales Person rather than a commodity positioned b2b sales person. Since the latter is only talking about their product or service along with features and benefits, they usually is no discussions with higher level decision makers.
Now is the time you have been waiting for, the opportunity to prove you are the right person to be involved with this company. So, how do share your knowledge with the high level decision maker?