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…