Once
you gain that long-awaited appointment at the C-level, how can you get
executives to really respect you and pay attention to the solution you offer?
Executive selling may be the most challenging…but it can also be the most rewarding
because, at this level, decisions can come fast and fully funded. The hurdle
you must leap in order to be successful at selling to executives is to earn
their credibility and trust.
Unlike
working at lower levels in an organization, the goal of executive selling
training should not be to build a personal relationship that might end in
friendship. Rather, with executives, the goal should be to build a relationship
which combines personal and business trust. Executives want to believe that you
will deliver on your commitments and in your capability to solve their most
pressing business problems.
Be
open and honest about any issues you can foresee. Because there are always
risks, executives want the complete picture…not the sugar-coated version.
To
be seen as a trusted advisor who brings value to the organization, be the
expert who understands the business problem and addresses all their concerns.
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