| Topic : Selling to C - level Executives |
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Activity:
Question posted: 10 20 2009 09:56:25 +0000,
7 answers, 475 views, last activity
07 06 2010 20:18:08 +0000
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The main strategy of sales is to understand the needs of the client. In order to understand your client you need to gather information of what he needs. If your client is a C-level executive what will be the best mix you will use to promote your sales?
This depends on whether they are public or private company. Normally companies publish information for the entire world to see. If it is public company we should find these metrics through the companies website and understand why they choose these metrics and link our solution to it. If it is a private company we should understand their metrics from their biggest public competitor or the industry and use that specific information to align solution before approaching them.
Well you can use tools like
1.www.googlefinance.com
2.www.hoovers.com
3.www.factiva.com
4.www.onesource.com
5.www.reuters.com
Apart from googlefinance all others are paid and good sources of information on organizations worldwide, their top execs and other related info in detail.
The best way to gather information :
1. Direct survey from our clients
2. Survey from questioneir
3. survey from secondary reports
The strategy of sale depends up on the talent and also the brand that he works.
While givinga presentation to the client know about the company very well in advance, do a complete study of past 5 years performance, and also the performance of the company recent days after this compare this with their competitors and then match, if you are convinced, even the client or individual or any one for that matter would be convindced.
Do your home work for good results.
Before approaching a customer, a salesman should have all the information about the company and its competitor. While dealing with the customer, he should convince him how he will be benefited from the product rather than just showing common benefits of the product.
Before meeting with C-level executive a sales guy must get all the information about the company and its competitor. Sales person should give more emphasis on how the company will be benefited with the products rather than just showing common benefits of the product.
Pitch should be made according to C-LEVEL executives functional discipline- A CFO of a company will be more interested in ROI, Payback Period, Cash Flow generation etc.
On the other hand CEO of a company will be interested on how the product will provide operation efficiency, Strategic advantage to the company as compare to his competitor etc.
by observing how the clients operate :: right analysis :: perfect & timely execution ...
don't go by the printed matter in ET , FORBES or wall street journal .
the pinted matter is all stage managed & fixed ... for eyeball & mind capturing ..
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