Many
salespeople mistakenly believe that what they need to call higher in a client
organization is a personal relationship with the executives. Our experience in executive selling training brings us to a different conclusion. What you really
need to call higher is a deep understanding of what executives care about and
how they approach making company decisions.
Executives
want to know how your product/service can help them solve their most pressing business
problems. They want you to understand their issues and their industry. They
don’t buy because they like you (though that can’t hurt). They buy because you
have something to offer that they need and trust.
You
can earn their respect by sharing your insight as an outside expert. If each
time you meet you bring something of value, they will welcome you again and
again. But be sure there is a balance. You don’t want to give of your expertise
without gaining something in return…either closing a deal or an introduction to
someone else on your “need to meet” list.
This
is the way to build a professional relationship with executives.
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