C-Listers Are Way Underrated
It’s not uncommon for reps to avoid selling to the C level, even though they play a large role in the decision making process. Very simply, they are intimidated by their authority and frequently, feel as if they may say the wrong thing. However, no one will deny that the C level executive plays a large role in the decision making process, and there are a number of ways that reps can have successful interactions.
- Slow down. By slowing your pace, you will force your heart, breathing, etc. to relax. Relaxing will help you keep better control of the situation.
- Be straightforward. Mention who you are and go right into your presentation. This will calm you down and help you get the respect of your audience. Ensure that you adhere to the items you’ve learned are important to the decision maker.
- Demonstrate the big picture. C level executives want to understand how your product/service meets the company’s vision. Research the company’s market goals and modify your presentation ahead of time so you’ll be prepared for the big picture questions. Being able to answer “big picture” questions will allow you to address their concerns quickly and get to how your product/service may provide a solution.
- It is essential that sales reps are not intimidated and make best use of their time when they have access to an executive. The importance lies in being straightforward and addressing how your solution will fit address their challenges at a “visionary” level. You may not only find the sales cycle shortened, but you may also have a great referral source down the road.
