We would all be wildly successful at selling to executives if wishing were all it took. But we know better.
The best salespeople are willing to work hard and put in the time…the time to learn, to prospect, to cultivate relationships, and to network. At the executive selling level, it takes even more—a lot of business savvy and the ability to offer a better and more customized solution than your competitors.
Executive sales training experts will tell you that the best way to spot real opportunities is to ask insightful questions that lead to new and different ways of thinking about customer needs and your solution applications. Try finding out more about:
- The most pressing and highest priority problems your customer needs to solve
- Whether this problem has been solved before…then how and where
- Who cares most and least about the problem being solved
- How you can differentiate yourself and your solution from the available alternatives