C-Suite Selling Is Where You Will Win the Sale and Cross Sales
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The reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale.
So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate problems or attain desires. Uncover those problems and desires (http://sammanfer.com/articles_salescalls.html )and you’re on your way to closing. This is C-Suite selling. Push your products and services and you’re on your way to the exit.
The final yes can only come from the C-Suite. If it’s a huge company, the C-Suite may be too high. Basically every sale of any magnitude or consequence is decided by the person ultimately responsible for profit or loss - the profit center leader. In smaller companies this person is in the C-Suite. In larger companies it can be a General Manager, or other senior sounding titles.
Many subordinates play “dress-up” claiming to be the final yes, yet somehow they always have to check with one more authority – the real final C-Suite yes. Subordinates do the legwork – pricing, screening, negotiating, and even can say no and kill your deal. But only one person can say yes and it happens.
Stick with the subordinates and you’ll lose control and time – sales cycles are on the subordinate’s time frame. Stick with the subordinates and you’ll lose knowledge – you’ll never know what’s really going on.
So get to the C-Suite executive. This is where the ultimate decision lies. C-Suite selling is how to quickly initiate a project or change. C-Suite selling is how you can impact upsells and cross-sells. C-Suite selling is how you can overcome budget and pricing issues. C-Suite selling is developing relationship that will give you a completive edge.
C-Suite selling is how you will gain significant advantages. C-Suite selling is how will get the most accurate information, the most honest feedback and the most expeditious actions required to attain the final yes.
And Now I invite you to learn more.
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