Selling to Executives…Do Not Forget the Basics

Now and then as salespeople it is worthwhile to make sure we are practicing the basics of relationship building. In fact, these are the basics of building any connections with others but, if you are in sales and depend upon your relationships with your customers for your success, you should be ever more aware of the impressions you make.

Review this checklist of relationship basics put together by executive selling training experts:

• Greet your customers with a genuine smile.
• Show your respect for them by being well prepared for every interaction.
• Listen carefully to what they have to say.
• Follow through on every single commitment you make 
• Know your product/service offering inside and out so you can make sound recommendations.
• Be on your customer’s side so they know you have their best interests at heart.
• Be fair and transparent as you structure the deal together.
• Show interest in your customer’s personal as well as professional life.

Predicting Sales Success – 6 Questions To Ask Your Magic 8 Ball

Every salesperson wonders as they progress through the sales cycle whether or not they will end up with a deal. And in every case, there is a way to predict the outcome…if you are prepared to ask the tough questions. Your decision to know or not to know should be based on how confident you are in the strength of your relationship with the client and how bold you feel you can be without jeopardizing the bonds you have forged.

Here are six questions executive selling training experts recommend you ask (in a way that makes sense) if you truly want to know:

1.       Success: How specifically will you know if success has been achieved?
2.       Importance: Where does this initiative rank compared to other company priorities?
3.       Timing: Is there a date by which you hope to see these results in place?
4.       Decision: What are the steps you will go through to reach a good decision?
5.       Budget: What kind of resources are available to tackle this problem?
6.       Competition: Is this something that you are talking to other companies about?  Who?