Earning a chance at success with the C-suite means proving credibility in the first 5 minutes.
Demonstrating this credibility remains a challenge for many sales professionals because they come to the meeting with a deep level of knowledge about the solution, not the challenge.
Put simply, they have the answer before they have the question.
In our brief, Selling to the C-suite, we show how sales professionals can demonstrate that they have the three qualities C-level stakeholders need to see in the first few minutes of the meeting.
In the brief, we show how to:
- Come to the meeting prepared with a detailed level of knowledge about the business
- Position the value of the solution relative to all other possible investments
- Demonstrate the authority needed to marshal the resources of the selling organization