What are the requirements for selling to the Corporate level exceutives?

Effective communication is an important requirement for C-level selling. With C-level executives we have to listen to them carefully to hold their attention. Ask opening questions to get them talking. As he talks, we will learn, and hopefully will start to understand what is interesting, valuable and important to him. Now when we start talking, we have to target the presentation to these values. This type of communication holds true for a first meeting with a C-level executive as well as a conversation with a long-time C-Level executive partner.

Communication, credibility and cost will not matter, if the client does not need your product or service. Identifying the right slot, and restructuring the product/ service to suit the client's needs is most important.

I think credibility is the most important quality one requires. Credibility is the door opener and sales closer. Credibility means the person respects you, trusts you and believes that you will deliver the desired results. If we have got it, then we will be able to get an executive appointment.

Knowing the exact requirements of the client and suggesting the right kind of solution and at the right price band would help well

C level is more interested in Knowing how a particular produt/service will effect the overall functioning of the group.

Thought the presentation has to talk about the product/service, it has to be brief. More importance has to be put on the benfits- Increase in Efficiency of the group,financial gains,market gains for the client co. etc.

regards

Ajay

Understanding the meaning of effectiveness and efficiency is the initial step in this level of communication. Time is the major constraint with respect to c-level executives. In this limited alloted time we need to share valid information which would result in fruitful discussion/decision. To achieve this one should have high self awareness, clarity of thought and clarity of  expression. This trio can do wonders and would make selling very comfortable for both the parties. 

Effective communication is most important in c;level marketing deall or order is not finalise in frst meeting its takes time n if u have communication skills after frst or second meeting u knw the exact need of customer  what hevexactlyy wnat in what price in what time by assuming alal this u can project your product in front of customer according his needs n close the order. so party

Whenever we approach to sale any product or services to the corporate employees it is initial to have full knowledge regarding the product or service. It is not easy to sell product or services to the corporate level executive as they have already got experience. We cant missell our product or services to corporate executive like ordinary customers. Corporate executive first check your knowledge regarding products or services as well company on behalf you are selling. So, its important to have sufficient knowledge regarding products & services. 

if one wants to make a product hit with corporate level executive ,he/she just need to make it a status symbol ( something that will surely catch eyeballs n win praise from onlookers).other than that durability has to be taken into consideration 'coz this is something make a person stick to a product for long than comes the idealogy that the product carries.(i.e, it have to have a sophisticated  appeal rather than punk).foremost, the product  must be packed elegantly( special cases and keepers)and even better if brand souveneir ( say keychains,calenders,or penholders) can be delivered along side.lol..

For selling big ticket items like software services,  I think patience pays as the sales life cycle will be anything between 6-8 months. It might even take a little longer. To make matters worse, services are intangible in nature. So decisions will be taken by a group of individuals(end users, managers & other stakeholders) rather than by a C-level executive alone. So one should patiently cater to the sensibilities of different individuals.

Top executives love to know how we compare with the others. Provide simple and informative visuals. Do not crowd your presentation.