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5 To-Dos When Selling to Senior Executives

Want to make more sales? Start by having better conversations.

Think about it. You spent months chasing a senior decision maker or prospect, making calls, and sending e-mails, and they finally agreed to sit down with you. You invested significant amounts of time, effort, energy and—sometimes considerable—resources to win them over.

And now you find yourself in a room with a senior executive. Now what?

In this video, I explain my five-step process for ensuring you have great sales meetings that are virtually guaranteed to lead to a next meeting. Five angles you must cover if you want to connect with your buyer, build your relationship, get to the heart of the issue, and secure commitment for follow-up.

Watch this video to find out:

  • How focusing on the person (not just the title) can help you stand out from your competitors (and pretty much everyone else in the room)
  • Why when you focus on discovering pain, you’re missing at least two-thirds of the story
  • What senior executives really want from you (hint: it’s not just asking "discovery questions")
  • Why scenarios are your friend when it comes to getting your prospect to take action and stick with their commitments
  • How to over-deliver in such a way that your prospect will be excited about getting started and working with you



Additional Reading
The #1 Way to Decrease Anxiety and Gain Leverage in Sales Negotiations

Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators.

One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.

5 Sales Strategies for When Buyers Go Cold

By: Mike Schultz and Jason Murray

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

How to Maximize Prices and Improve Margins

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.

At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.