Make selling easierSep 28, 2023
"How can we make selling at C-Level easier?"
Don't look for hacks!
This is worth getting right so do it properly
🟠 Orange hat thinking 🟠
Here are three things that can make selling at C-Level easier
They are based on investing time in solid preparation
🔶 1. Develop a Value Proposition:
C-Level executives are typically more time-constrained and have a higher level of decision-making authority.
To capture their attention create a Value Proposition or 'hypothesis' that is tailored to their specific needs and challenges
This requires a deeper understanding of the customer's organisation and industry, as well as the ability to articulate the value that the product or service can bring to their business.
🔶 2. Demonstrate Market and Partnering Intelligence:
C-Level executives expect salespeople to have a high level of market intelligence and be able to demonstrate a collaborative approach.
Leverage knowledge of the market and industry trends to position as a trusted advisor.
By showcasing their understanding of the customer's business and industry challenges, salespeople can build credibility and establish themselves as valuable partners.
🔶 3. Make it Easy to Say Yes:
C-Level executives are often focused on business impact and the potential return on investment.
Make it easy for them to say yes by clearly communicating the value and benefits of the product or service.
This includes highlighting how the proposed solution is different from competitors, minimising risk, and providing proof of success through case studies or testimonials.
🧡 Use these ideas to increase chances of success when selling to C-Level executives 🧡
Take the 'Selling at C-Level' course and improve those chances even more!
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