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5 To-Dos When Selling to Senior Executives

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Written by Ago Cluytens
Practice Director - EMEA, RAIN Group

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



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Topics: Sales Conversations