Selling to Top Executives

The Magic Statement for Getting Decision Maker Attention

by

Recently, while moving offices, I found this amazing Attention Grabber statement. (Actually found the banner – more later, keep reading) It fits the new “models of selling” coming out from several directions. Yet, the truth is – it is really just plain old common sense.

To often we get caught in learning “Ninja” tactics and special “hypnotic” methods to get the attention of our prospects and customers. And, then they figure out it is just more stuff about us or our product – not about them.

In Sales 101 we learned about the customer’s favorite radio station – WIIFM. Yet, we have a tendency to change the channel too often whereby the “Me” is really “You” and not the customer. The station the customer is looking for is the one that is ALL ABOUT THE CUSTOMER AND THEIR NEED.

So, here is the statement that is guaranteed to capture the attention of any human being who is looking for a real solution to their issue…

Read more…

5 Tips for Sales Meeting the CEO.

by

Often Sales People ask me about meetings with a CEO or President and if there are specific differences relative to these meetings. And, the answer is a huge – yes, this is a different level of sales meetings.

Yet, b2b sales people continue to meet with the top level executives and immediately fall into feature spouting machines. Whenever this happens, the opportunity has crashed and burned and the only person who is unaware is the yakking sales person.

Really people, do you believe the CEO cares about the details or features of your product or service? The CEO is only concerned with improving results. It is really that simple.

So here are a Five Tips for Meeting with a CEO or President in a selling environment…

Read more…

What Tone of Voice to Use In B2B Sales Call?

by

Recently I had this question presented to me by a b2b sales person. At first, I thought about the typical response of “be yourself” or “match the tone of the person you are calling.”

Both of those answers will get the job done. However, as I began to think about the question in greater depth I realized my first two answers were too board or in some cases difficult to do on the first call.

So, after much thought and clarification I have a real answer for the question in the title of this b2b sales tip. And, here is the answer…

Read more…

Major Reasons Executives Say “No” to Sales Visits

by

I was listening to a group of b2b sales talk about getting into the executive offices for sales visits – read as sales presentations in most cases. The interesting thing about the discussions was the fact that no one felt sales people were the main issue.

In other words, these sales people were talking about how these executives were spoiled, their egos were too big to meet with them, and the executives were arrogant or too good to visit with the sales people. It was all I to do to keep from laughing.

Executives are human beings and thus they also act like humans and do things the same way anyone would do. Okay, I know I just confused everyone – including myself ? . So let me explain what has actually happened and tell you about the four major reasons Executives prefer to limit their visits with sales people.

Here are the four major reasons Executives choose to do other things than visit with sales people…

Read more…

One Important Key for Credibility in B2B Sales

by

I recently uncovered an interesting fact about what executives are looking for from the B2B Sales Person that improves the level of credibility for the b2b sales person.

This key is “Knowledge of Your Own Industry.”

Yes, during the past decade and a half, executives have doubled the importance of the Knowing Your Own Industry relative to a b2b sales person gaining credibility from the executive.

So how do you Know More About Your Industry?

Read more…

First Thing is Build a Business Case

by

Now to the B2B Sales Superstars this is a know advantage for their sales process. So then the question comes back to you…

Are You Building a Solid Business Case for Your Potential Customer to Buy?

That is the key for your consistent and on-going b2b sales success. Unfortunately, I keep running into b2b sales people who do not use this critical foundation step with the key decision makers.

No, the poorly informed average b2b sales people rush into the presence of a key decision maker and begin doing a power point PRESENTATION. They do this before engaging the decision maker, asking business oriented questions,  building interest with success stories with similar business issues and even scratching the surface of the business case.

Read more…

Eight Critical Concerns for B2B Sales People

by

Thinking about what causes good b2b sales people to lose their confidence, feel inadequate relative to a key executive and question their right to engage a key executive prospect. Thought I should share this information so you can begin to manage their impact relative to your b2b sales success.

Yes, their are critical factors keeping b2b sales people in knots due to their personal doubts about their own abilities or merits to engage these top level people.

NEWS FLASH: These top level executives have a major match point to you – yes, they are human beings just like you! Therefore, they put their pants on the same way you do, tie their ties just like you and use their ability to talk in making the communication process effective. From this point of view, you are both equals.

So, what are these big eight critical concerns in dealing with top level executives? Here are the eight concerns, presented as questions, I see and hear about most often…

Read more…

Got the Executive Meeting, How Do You Do it?

by

After talking about having or getting meetings with the top level executives, I started getting question about…

“what do I do in the meeting? What is my agenda?

Good questions, particularly for the new b2b sales person and the experienced b2b sales people who leaving the comfort zone of calling on their buddies in purchasing. Since this is a key meeting, you should have an excellent plan or meeting agenda to execute a meaningful meeting.

So, here is a best practices for handling or structuring the first executive meeting. It uses a four stage agenda.

Read more…

Four Pathways to the Executive Meeting

by

Several of b2b sales people I have worked with over the past few months have asked me about how do you get to the executive level decision makers?

It is encouraging to heard the passion in these questions as these b2b sales people are truly looking for a way to separate themselves from the thundering herd of traditional sales people.

As we discussed and dialogued the best pathways to the executive suite for these b2b sales people we noticed the same four paths were discussed each time. Therefore, it was easy to determine the Four Pathways to the Executive Suite Connection for a b2b sales opportunity.

Read more…