Friday, July 26, 2013

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.


  • 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. 

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