How to Handle the Executive Discovery Phase with Finesse

Selling to executives requires finesse. C-level folks have little time to waste with people who have nothing to offer them of value. So as a salesperson you need to provide that value upfront in the interaction…in the very critical discovery phase.

Here are some guidelines from executive selling training best practices:

• Share the stage. Do not monopolize the conversation. If the executive is willing to share information, this is your opportunity to learn as much as you can about the situation from the C-level point of view. Listen well and ask insightful questions.
• Don’t overdo the questioning. You don’t want to seem unprepared. If you have done your homework, you should have a pretty good idea of what the company is facing. Confirm your assessment. You want to be seen as someone to be trusted who has the resources to solve the executives’ most pressing problems.

Come across in the Discovery Phase as curious and confident, interested and well informed, thoughtful and willing to share value-added insights and solutions. 

Executive Selling Is All in the Timing

What is the difference between a successful salesperson and one who struggles? Often it is a question of timing.

Here are some executive selling training tips on how and when to move to the next stage in the sales cycle:

• Do not skip the budget question. Too many inexperienced salespeople do not qualify the opportunity by insuring that the prospective client is actually a buyer with means. Their mistake is to waste their own time by pursuing a deal that will never close.
• Do not rush the proposal stage. As eager as you may be to move forward, pay attention to the order in which you proceed. If you take the time to prepare a proposal before you gain the commitment to buy, you may have invested those hours in vain.
• Do not “beat a dead horse.” If all the signals are negative, give it up. There is nothing to be gained by chasing opportunities that are nonexistent. Invest your time and talents in more positive directions.

Be thoughtful about how you spend your time selling—especially to executives.

Three Steps to Staying REALLY Connected on Conference Calls

It is too easy to multi-task and tune out of conference calls.

Just press the mute button and tend to your own business…no one can see you yawn or hear your keyboard as you answer emails. But don’t count on being truly invisible!

Your inattention shows when you don’t respond right away, don’t participate at the right level, or need to have a question repeated. And the tenor of your voice can give you away as well. Imagine how this affects your credibility.

Stay really connected to your colleagues and, even more importantly, your customers by following these three executive selling training rules:

1. Stay focused on the call. You will be able to contribute to the discussion meaningfully and in timely fashion when your expertise and insight is called upon.
2.  Avoid distractions. Clear your desk and desktop prior to the call and turn off audio alerts to incoming calls and emails.
3. Listen carefully. How can you add value to the call? To help keep you on target, take notes and jot down ideas you can share when it’s your turn to speak.

Simple rules, yes, but ones that may even shorten your calls as you stay on subject and keep engaged.