How Sales People can sell better to CEO’s
There may come a time that you’ll need to sell to the C-Suite, the high-ranking executives of a business. These are the likes of CEO’s, CFO’s and CIO’s. Or perhaps, like Salesforce your entire sales strategy is based around selling only to CEO’s. Whatever the case may be, let’s help you get more prepared for that sales meeting. How to win over executive buyers? You need to enter their mind set and be absolutely prepared at all times. In order to get this right you need to:
Do your homework on the prospect
Scan the prospect’s website, scour the internet to find what you can on that particular CEO. Really understand the kind of content the CEO likes to share on social media and know where they hang out digitally.
How well do you know the prospective company?
Do you as a highly effective and successful salesperson take the time to go to LinkedIn and Facebook and do in-depth analysis on this company that you want to pitch to? Take the time to understand how well their business is doing, the pain their business is solving. Do as much research as possible.
Have an agenda
As we all know time is money and C-levels are exceptionally busy. So don’t go into a sales meeting wasting their time. Come prepared with an agenda, account for every minute in that boardroom. Arm yourself with relevant case studies and testimonials. Try to think of any objections the CEO may throw your way and come up with solutions prior to the meeting. Be agile on your feet as you will be thrown a curveball. Be an active listener and really understand how your solution will fit into the prospective company’s vision.
The magic of sales lies in the follow up
What happens after the meeting is just as important as what transpired during the sales meeting. Remember to follow up, this responsibility lies with you. Make sure you have a game plan in place for your follow up. Remember that more than likely these CEO’s are hounded on a daily basis by other salespeople vying for their attention. You need to do your homework, show up and definitely ensure that you stand out from the crowd. And above all else, listen to what is being said and also to what is not being said. The most successful salespeople have learned the art of listening.