tag:blogger.com,1999:blog-41356471663568877212024-03-18T21:06:45.011-07:00Executive Selling Training Best PracticesTips and tools and trends for executive selling training Unknownnoreply@blogger.comBlogger66125tag:blogger.com,1999:blog-4135647166356887721.post-13862277244684002532017-03-11T06:36:00.001-08:002017-06-14T23:32:35.970-07:003 Differences Between Normal Sales And Executive Sales<div class="separator" style="clear: both; text-align: center;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi3-2m6VjRCeuReWYhInRtQzsIo9x0ZW3FwD-Orv2ElvlghZNaBAkDy4hAYavvHCprEckZyi7_BqsZ2R6ORl-oGGC7lMJCJ9eCPXJl0mBr5f1IQX822f-WNeDvLbdLq6mkKcydCbiDCOKg/s1600/Normal+Sales+and+Executive+Sales.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="3 Differences Between Normal Sales And Executive Sales" border="0" height="237" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi3-2m6VjRCeuReWYhInRtQzsIo9x0ZW3FwD-Orv2ElvlghZNaBAkDy4hAYavvHCprEckZyi7_BqsZ2R6ORl-oGGC7lMJCJ9eCPXJl0mBr5f1IQX822f-WNeDvLbdLq6mkKcydCbiDCOKg/s320/Normal+Sales+and+Executive+Sales.png" title="" width="320" /></a></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">Executive Sales Training is important because it is very different from normal sales. If you want your team to succeed at executive sales, you need to ensure that you arm them with the right techniques and information. Here are the 3 main differences between them;</span><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"><o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "cambria"; font-size: 13pt;">1) </span><!--[endif]--><b><span style="font-family: "cambria"; font-size: 13pt;">You Aren’t Selling to the Consumer </span></b><b><span style="font-family: "cambria"; font-size: 13pt;"><o:p></o:p></span></b></h2>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">Selling something to the consumer directly is very easy because you can simply talk to them about the personal benefits they will have if they buy the product or service. In executive sales, you focus on the benefit to the organization, which means the things you focus on during the sales pitch are completely different.</span></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">There are often no emotional attachments involved – you have to focus on the business benefits of your product or service and nothing else. The emotional attachment can be between you and the executive team. You may create a friendship with them, but the product/service being sold must be sold on the basis of organizational benefits. </span><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"><o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "cambria"; font-size: 13pt;">2) </span><!--[endif]--><b><span style="font-family: "cambria"; font-size: 13pt;">The Process is Longer and Happens over Multiple Conversations </span></b><b><span style="font-family: "cambria"; font-size: 13pt;"><o:p></o:p></span></b></h2>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">A big part of </span><a href="http://lsaglobal.com/executive-selling-training-coaching/"><u><span class="15" style="color: blue; font-family: "calibri"; font-size: 11pt;">executive sales training</span></u></a><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"> is teaching the sales people how to keep a conversation going throughout different times you talk. Sales to the executives may happen only after the 9</span><sup><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt; vertical-align: super;">th</span></sup><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"> or 10</span><sup><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt; vertical-align: super;">th</span></sup><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"> time you talk to them. On the other hand consumer selling often happens on the first or the second call. </span></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">When you are talking directly to the consumer you go in guns blazing with a hook because you know that they may agree to buy in the next few minutes. With executive sales, you know that no one is going to give you a huge sales project after you talk to them for a few minutes. </span></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">That may happen in cliché Hollywood movies but not in reality. That is also why executive sales training focuses on ensuring that you have multiple leads in development which may or may not pan out over a long time.</span><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"><o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "cambria"; font-size: 13pt;">3) </span><!--[endif]--><b><span style="font-family: "cambria"; font-size: 13pt;">Executive Sales are Relationship Based </span></b><b><span style="font-family: "cambria"; font-size: 13pt;"><o:p></o:p></span></b></h2>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">The most important factor in Executive Sales Training is creating relationships with the customer. You will be going through multiple meetings and conversation with the executives. They need to not just know you by name but also trust you when they are deciding to buy from you. This means that in many of the meetings you will not pressure them or focus on selling them the item or service at all. </span></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">Instead you will focus on creating a rapport with them so you may sell something to them weeks or months later. Relationships are also the key to repeat sales which are more common in b2b sales. Most of the products and services being sold to companies are things the company would be interested in purchasing again and again. </span><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"><o:p></o:p></span></div>
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<span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;">You cannot just take someone who is good at a sales job and expect them to shine at an executive sales job without the right executive sales training.</span><span style="color: #231f20; font-family: "calibri"; font-size: 11.0000pt;"><o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 11pt;"><a href="http://lsaglobal.com/executive-selling-training-coaching/" target="blank"><span style="color: blue;">http://lsaglobal.com/executive-selling-training-coaching/</span></a></span></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-78594428780976596992016-10-30T14:13:00.001-07:002016-10-30T14:13:47.807-07:00Change Your Sales Approach with Executive Buyers<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjuFqICFIuYzNENbtVk8pVaSJGJh0sm0sS46jcSZvHdwDHuJ4XgYoX7ddLeve_gApi-XvBkO4MQgTL3lSifXgWjGqgZKwlauvVUrF25jVBOlmFcC_r7LppoFki5SwfQjobQLC8V46SOhRE/s1600/change-potential-chess.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="a pawn on a chess board casts the shadow of a stallion" border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjuFqICFIuYzNENbtVk8pVaSJGJh0sm0sS46jcSZvHdwDHuJ4XgYoX7ddLeve_gApi-XvBkO4MQgTL3lSifXgWjGqgZKwlauvVUrF25jVBOlmFcC_r7LppoFki5SwfQjobQLC8V46SOhRE/s400/change-potential-chess.jpg" title="the Best Sales Approach for Executives" width="300" /></a></div>
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If you want sell to the “big boys and girls,” you need to change your <span style="font-family: "calibri" , "sans-serif"; font-size: 11.0pt;"><a alt="This is a hyperlink to http://www.lsaglobal.com/executive-selling-training-coaching/ for the right sales approach for executive buyers" href="http://www.lsaglobal.com/executive-selling-training-coaching/" title="Executive Buyers Need a Different Sales Approach">sales approach with executive buyers</a></span>. Targeted executive sales training can help you adjust the way you sell so that you are effective at higher level sales.<br />
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What you will learn in most such training programs is that you need first to understand the executive’s role and what will grab his or her attention. No longer a simple pawn on the chessboard; you need to show that you have the business savvy, the confidence, the big picture view and the right solution to cast the shadow of a stallion.<br />
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In general, executives focus on strategies and results, not tactics. To meet them where they are, you have to address the issues that matter most to them. They are responsible for overall business results. Make sure that your solution and approach can materially affect one of the following: productivity, costs, sales, employee engagement or customer loyalty.<br />
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Executives are busy, busy, busy. Respect their time by being fully prepared. Whether you are on the phone, connecting via email or face-to-face, get right to the point. What can you do for them? And why should they care? What will the impact of your solution be on their bottom line? Save the details for their follow-on questions or for their subordinates who may ultimately influence the buying decision.<br />
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Show your confidence. Executives appreciate a straightforward approach and respect those who can speak directly. They want to see that you believe in your solution and can back it up. This includes articulating upfront any possible risk factors involved.<br />
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Be persistent in your pursuit of an executive-level meeting. Make sure your “hook” is one that will appeal at the executive level and then try to reach your buyer through a variety of means…referral (by far the most effective), phone, or email. You don’t want to be a pest but if you truly believe that you can provide needed support, you should not give up before you have a chance to present your value.<br />
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<a alt="This is a hyperlink to http://www.lsaglobal.com/toolkit-download/sales-toolkit/ for a downloadable tool kit for sales" href="http://www.lsaglobal.com/toolkit-download/sales-toolkit/" title="How to Sell to Executive Buyers">Download Executive Sales Toolkit</a><o:p></o:p></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-50020647580828582352016-09-20T13:30:00.000-07:002016-09-20T13:30:20.796-07:00Paint a Positive Picture of Results to Sell to Executives<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjl6iU8oLdcHyBt-2wtIgxW0IQ1agYWUBGaceiS9_D1eaTU7M8azI3MLBrCXJhyphenhyphenrYZSr4n7Nw21A1G6wLTf5wP3VD5FmgYLkZ9qTQzBUlS4kNJUtXR7j6PNsyxwEbHWmvlJqBUpQj2puk0/s1600/executive-man-smiling.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="A business executive is smiling" border="0" height="275" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjl6iU8oLdcHyBt-2wtIgxW0IQ1agYWUBGaceiS9_D1eaTU7M8azI3MLBrCXJhyphenhyphenrYZSr4n7Nw21A1G6wLTf5wP3VD5FmgYLkZ9qTQzBUlS4kNJUtXR7j6PNsyxwEbHWmvlJqBUpQj2puk0/s400/executive-man-smiling.jpg" title="Paint the Positive for Executives" width="400" /></a></div><span style="color: #666666; font-family: arial;"><br />
</span> <span style="color: #666666; font-family: arial;">Once you fully understand the business impact your executive client is seeking, follow the advice of </span><span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><a alt="This is a hyperlink to http://www.lsaglobal.com/executive-selling-training-coaching/ for how to sell to executives" href="http://www.lsaglobal.com/executive-selling-training-coaching/" title="Executives Want the Overall Picture" >executive sales training experts</a></span><span style="color: #666666; font-family: arial;"> and paint a positive picture that will build the relationship and create the smile of success.</span><br />
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</span> <span style="color: #666666; font-family: arial;">Executives don’t have time for all the details of your proposed solution. Typically they leave the details to others who will have to deal with them. Executives need only enough information to make the decision, and the information they need is how your specific solution will bring results they desire. Usually the results have to do ultimately with increasing revenue or decreasing expenses. Your job as a salesperson is to paint the picture of how your solution will do just that. Help your executive client clearly visualize their desired result.</span><br />
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</span> <span style="color: #666666; font-family: arial;">You can ask questions such as:</span><br />
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<ul><li>How will the goal, once reached, specifically help the business?</li>
<li>Once the problem is overcome, what will you be able to do?</li>
<li>How does it look today and how will it look once solved? What is the difference?</li>
<li>Who will it help and what aspect of the business will be improved?</li>
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<span style="color: #666666; font-family: arial;">If you can translate the desired results into a graphic, all the better. We know that a “picture is worth 1,000 words.” Illustrate the best possible outcome…revenue gained or expenses reduced. Perhaps you will be working with the sales team to increase revenue. Show how their smarter behaviors and more targeted sales activities will boost earnings. Use a graph to show current sales and predicted sales performance once the changes are made. Show all the positive attributes of your solution. They could include improved employee engagement and a happier sales team, renewed energy in the marketing department as they see real results of their efforts, and increased customer satisfaction as customer needs are more expertly handled. </span><br />
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</span> <span style="color: #666666; font-family: arial;">The more you can focus on the desired results and how the business picture will brighten, the closer you are to a sale and the closer the executive is to enjoying the results of a problem solved. </span><br />
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</span> <div class="MsoNormal"><a alt="This is a hyperlink to http://www.lsaglobal.com/toolkit-download/sales-toolkit/ for a free toolkit on sales" href="http://www.lsaglobal.com/toolkit-download/sales-toolkit/" title="How to Sell Effectively to Executives" >Download Sales Toolkit for Leaders</a><o:p></o:p></div>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-86455561918613906432016-08-21T16:00:00.000-07:002016-08-21T16:00:05.769-07:00How to Establish Credibility When Selling to Executives<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1IRwPEGV9smn-Y4HEh8dJrJ4TzAnGKC1XHgNECsnwZ75lq7YfaP-700wH-9n1hhyhWIJBtrmyfvK0bQJuuDXNvobpnco7KcTq_Vl6UZCFNQgJ8rTbX4pDecA_WO2cM3dcXtfkvQqciyQ/s1600/process-flow-game-plan.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="an org chart combined with a game plan" border="0" height="270" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1IRwPEGV9smn-Y4HEh8dJrJ4TzAnGKC1XHgNECsnwZ75lq7YfaP-700wH-9n1hhyhWIJBtrmyfvK0bQJuuDXNvobpnco7KcTq_Vl6UZCFNQgJ8rTbX4pDecA_WO2cM3dcXtfkvQqciyQ/s400/process-flow-game-plan.jpg" title="Establish Your Credibility for Executive Level Selling" width="400" /></a></div>
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</span> <span style="color: #666666; font-family: "arial";">To sell effectively at the executive level you need to become as knowledgeable as you can about your C-suite prospects…what they care about, where they fit in the company, who they listen to, etc. This is the only way you can put together an executive selling game plan that can work.</span><br />
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</span> <span style="color: #666666; font-family: "arial";">The great advantage of selling direct to executives is that you have reached the decision maker and are likely to close the sale faster than having to make your way through the ranks. But the great challenge for most salespeople is that they have not learned that, in order to be successful, they need to adopt a different selling strategy from the one they use with lower level customers. </span><span style="font-family: "calibri" , "sans-serif"; font-size: 11.0pt;"><a alt="This is a hyperlink to http://www.lsaglobal.com/executive-selling-training-coaching/ for how to prepare for selling to executives" href="http://www.lsaglobal.com/executive-selling-training-coaching/" title="How to Sell Effectively to Executives">Executive selling training</a></span><span style="color: #666666; font-family: "arial";"> helps you understand how to capture executives’ attention, establish credibility, and ultimately move them toward a sale.</span><br />
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<li><span style="color: #666666; font-family: "arial";"><b>Ensure Your Brand and Content is at the Right Level</b></span><span style="color: #666666; font-family: "arial";"><br />Make sure that your company has a professional-looking web site that conveys executive-level solutions to executive-level problems. That includes all the social media channels like LinkedIn and Facebook for both you and your company. According to salesforce.com, 64% of executives use LinkedIn and 55% use Facebook to keep connected and informed. If your personal brand or corporate messaging does not resonate with the C-Suite, your chances of changing an executive’s online impression of you and your firm are low.</span></li>
<li><span style="color: #666666; font-family: "arial";"><b>Learn all you can.</b></span><span style="color: #666666; font-family: "arial";"><br />Once your personal and professional brands are in alignment with your executive buyers, then do research on your target companies. Learn as much as you can about the industry, the marketplace, the organization, and their challenges. Use every investigative tool at your disposal…the internet, financial records, annual reports, letter from the CEO, and, of course, your network. You need to develop a working knowledge of the challenges at the company and a compelling plan for how you can help them succeed. If you have contacts there, get the scoop from insiders. And certainly, if you have internal supporters, ask for a referral. A warm introduction from the right person can give you almost instant credibility. </span></li>
<li><span style="color: #666666; font-family: "arial";"><b>Be ready to make your case.</b></span><span style="color: #666666; font-family: "arial";"><br />Gather the right data. Most executives are impressed by meaningful insights and compelling data. They want to know what your solution can bring them in terms of measurable business results compared to the alternatives at their disposal. And most executives during the sales process like to know the actual numbers behind how you have helped other companies in similar situations.</span></li>
<li><span style="color: #666666; font-family: "arial";"><b>Prepare and practice your pitch.</b></span><span style="color: #666666; font-family: "arial";"><br />Design your <span style="font-family: "calibri" , "sans-serif"; font-size: 11.0pt;"><a alt="This is a hyperlink to http://lsaglobal.com/presenting-to-executives-training/ for proven executive sales presentation training" href="http://lsaglobal.com/presenting-to-executives-training/" title="How to Present to Executives">executive sales presentation</a></span> to begin at the end. Use your punch line up front. Executives don’t want to waste time in a “warm-up.” They want the bottom line first. Then if they are interested, answer their questions with more detail. And make sure you focus on the value of your solution with regard to what matters most to them and their business…how it will spur growth, or save money, or open new markets. Then practice your spiel so you can present with confidence and as concisely as possible.</span></li>
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<span style="color: #666666; font-family: "arial";">When you are fortunate enough to sit across from an executive, be smart about planning an approach that works.</span><br />
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<a alt="This is a hyperlink to http://www.lsaglobal.com/whitepaper-download-sales-communications/ for a whitepaper on Effective Sales Presentations" href="http://www.lsaglobal.com/whitepaper-download-sales-communications/" title="Make Your Executive Sales Presentation Count">Read About The First 3 Steps Required To Win High Stakes Presentations</a><o:p></o:p></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-86358391556271962752016-06-14T16:01:00.000-07:002016-06-14T16:01:10.887-07:005 Difference-Making Tips When Selling to Executives<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI5C6t1f1x9b8h56QxKHskMhmgkM-ZwUR_ehNSs9DzTbbYeqkIeVr3csah3LvD1PtHwSviAjVmAos_BdQk4Fd-5iKjObxuXvOUdk6QekWuBMxDThBrPZfKiuL9C3bOA9eUsbKG-rVhChY/s1600/executive-ceo-office-sign.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="An arrow on the brick wall points to the CEO's office" border="0" height="327" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI5C6t1f1x9b8h56QxKHskMhmgkM-ZwUR_ehNSs9DzTbbYeqkIeVr3csah3LvD1PtHwSviAjVmAos_BdQk4Fd-5iKjObxuXvOUdk6QekWuBMxDThBrPZfKiuL9C3bOA9eUsbKG-rVhChY/s400/executive-ceo-office-sign.jpg" title="5 Tips on How to Sell to Executives" width="400" /></a></div>
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</span> <span style="color: #666666; font-family: "arial";">You learned in your executive sales training program that it is critical to be fully prepared when you are selling to executives. You need to know their business inside and out. You need to bring value in the way of expertise and insight to each meeting. You need to help them succeed. But here are a few additional tips that can make the difference between success and failure in selling at the C-level.</span><br />
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<li><span style="color: #666666; font-family: "arial";"><b>Continue to qualify the opportunity and the value.</b></span><span style="color: #666666; font-family: "arial";">Certainly you asked the pertinent questions at the beginning of the sales process to determine if the opportunity was worth pursuing. But don’t stop there. Keep on asking the right and hard questions to make sure that you can help your executive buyer to succeed. Change occurs often and fast. Be sure the opportunity is still worth your while, that you can still effectively compete, and that you still have a reasonable chance of winning.</span><span style="color: #666666; font-family: "arial";"><br />
</span></li>
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<li><span style="color: #666666; font-family: "arial";"><b>Make sure you have enough executive support.</b></span><span style="color: #666666; font-family: "arial";">The trick here is to be sure you have more than a nod but that you have real commitment to your proposal at the highest level. Too many deals have been lost simply because an executive overrode the recommendations of lower-level managers and made their own choice. The other trick is to be sure you have the support of the relevant executive. Often the key stakeholder is not the CEO but a senior manager who has the most to lose or gain with the decision to buy from you.</span><span style="color: #666666; font-family: "arial";"><br />
</span></li>
<br />
<li><span style="color: #666666; font-family: "arial";"><b>Make your value visible.</b></span><span style="color: #666666; font-family: "arial";">As you develop relationships throughout the client organization, make sure that the value you bring is visible and appreciated at all the right levels. Unless you show and communicate your value, executives may be entirely unaware of “what you do and know” that can help their business to succeed compared to the competition. This is how you can differentiate yourself and your organization.</span><span style="color: #666666; font-family: "arial";"><br />
</span></li>
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<li><span style="color: #666666; font-family: "arial";"><b>Mitigate the risks to your executive customer.</b></span><span style="color: #666666; font-family: "arial";">Executives always balance risks and rewards in any decision they make. It is up to you to understand their perspective and do what you can to demonstrate how investing in your specific solution presents less risk than the risk of not buying and implementing it.</span><span style="color: #666666; font-family: "arial";"><br />
</span></li>
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<li><span style="color: #666666; font-family: "arial";"><b>Link your solution directly to a business result the executive cares most about.</b></span><span style="color: #666666; font-family: "arial";">This is your value proposition. How will your solution affect a business outcome that greatly matters to your customer? First you must understand the goals and objectives of your client. Only then can you define the business value of your solution in the client’s terms. </span></li>
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<span style="background-color: white; color: #666666; font-family: "arial"; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px; text-decoration: none;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-34375573552378320622016-05-23T09:35:00.000-07:002016-05-23T09:35:55.587-07:00Executive Selling – Empathy Helps Understand Their Point of View<div class="separator" style="clear: both; text-align: center;">
+<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgE8DznNyKqvxguU6eqkUoI3vzPn4UFq9RpZ6BD-4fWo4yu3PdvYOUv2vgCKu3xDxT5i-NR1Kw_EJWmNwFcaRRodJTtOWW5NqlqU8uS5P2HqzvuvIcvH34ZjQuO62BOfBoCM7Rx5m_au-s/s1600/clarity-eye-of-a-man.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="A close-up photo of a man's eye" border="0" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgE8DznNyKqvxguU6eqkUoI3vzPn4UFq9RpZ6BD-4fWo4yu3PdvYOUv2vgCKu3xDxT5i-NR1Kw_EJWmNwFcaRRodJTtOWW5NqlqU8uS5P2HqzvuvIcvH34ZjQuO62BOfBoCM7Rx5m_au-s/s400/clarity-eye-of-a-man.jpg" title="Executive Selling Requires Empathy" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Does the idea of empathy in a business setting make you queasy? Is it a bit too soft-sounding for you to think it has a place in your hard-driving sales organization?</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">There was a time not so very long ago that many business leaders did not recognize the value of emotional intelligence. They focused on the hard, more technical skills and did not appreciate how skills like good communication, social intelligence, dependability and, yes, empathy could contribute to the success of their teams and their organization. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Today, however, business leaders understand that a person’s emotional IQ is a critical factor in building relationships both internally and externally. Especially for customer-facing employees in sales and service, the higher their emotional intelligence, the more effective they can be at helping their customers to succeed. Empathy can help you succeed in sales…especially at the executive level.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Think about it. If you could see things clearly through an executive’s eyes (that’s what empathy is all about), imagine how much insight and compassion you would have into your customer’s perception of you and your offering, their buying style and decision making, and, ultimately, whether or not they are likely to sign the deal. Empathy can serve your business goal of increasing sales revenue and helping your customers to succeed. With empathy, you do more than sympathize with your customers. You can use your understanding of them and their situation to make smart decisions about the way you interact, the way you present your solution, the way you follow up, and the way you add measurable value to the executives you sell to.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">How can you develop empathy? Executive sales training experts say you need to stop and think deeply about the other person’s perspective to understand their needs, their wants, and their motives. This is, by the way, what successful sales negotiations rely upon…having a complete understanding of the other side’s point of view.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">To better sell to executives, you need to learn how to:</span><br />
<br />
<ul>
<li><span style="color: #666666; font-family: arial;">Listen truly…with your ears and with your eyes for non-verbal cues.</span></li>
<li><span style="color: #666666; font-family: arial;">Be fully present.</span></li>
<li><span style="color: #666666; font-family: arial;">Be encouraging and smile to show you welcome customers’ thoughts and feelings.</span></li>
<li><span style="color: #666666; font-family: arial;">Be genuinely interested in what makes people tick.</span></li>
</ul>
<br />
<span style="color: #666666; font-family: arial;">As you build your capacity for empathy, you will find you are better able to persuade and help executive-level buyers. Fundamentally, empathy does have a place in executive sales because it helps build relationships that are trusting, long lasting and mutually beneficial. Isn’t that what you look for in your executive-level client relationships?</span><br />
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px; text-decoration: none;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-76645953223332848722016-04-30T11:56:00.000-07:002016-04-30T11:56:21.137-07:00How to Score a Meeting with an Executive Using LinkedIn<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-8hNKXJ1xgBjT5OVZ5WWiv5AgZ4IpnhFOqeJFciOfTaa1pAiHoPoC6HIAfxuPmLOJ3b9WqoCU1W0vlXJ5VUhYWOPp50hJwcXySCTBzCsvEVU20Z6V6zcOGnk-tW3eXuxWkieSzPd8PO8/s1600/people-meeting-3-with-executive.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="2 people are meeting with an executive" border="0" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-8hNKXJ1xgBjT5OVZ5WWiv5AgZ4IpnhFOqeJFciOfTaa1pAiHoPoC6HIAfxuPmLOJ3b9WqoCU1W0vlXJ5VUhYWOPp50hJwcXySCTBzCsvEVU20Z6V6zcOGnk-tW3eXuxWkieSzPd8PO8/s400/people-meeting-3-with-executive.jpg" title="How to Meet with Executives" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">There are so many reasons why it is smart as a salesperson to meet as soon as possible with executives. Executives: </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>are likely to be the decision makers</span><br />
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>wield power and influence over lower level contacts</span><br />
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>control the budget and </span><br />
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>link directly to the strategy that drives their business</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Yet, there are also many reasons why it is difficult to score a meeting with these high level folks. Most executive team members:</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>are super busy and </span><br />
<span style="color: #666666; font-family: arial;">•<span class="Apple-tab-span" style="white-space: pre;"> </span>often find sessions with traditional sales people a waste of their time</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">From your executive sales training, you feel confident that you can handle the pressure of a coveted appointment in the C-Suite. You know the company and have done the necessary research. You understand what problems the company is facing. You have pulled together a persuasive list of potential solutions for their most pressing problem and have crafted a brief but compelling pitch with the client at the center.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">First, however, you have to get the meeting on your calendar. The most effective way to get an appointment with an executive is via a warm referral. This is where LinkedIn can help. Here are the steps to follow to use LinkedIn for warm referrals:</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">1.<span class="Apple-tab-span" style="white-space: pre;"> </span></span><span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><a href="http://lsaglobal.com/whitepaper-download/4-steps-identify-target-best-clients-accelerate-growth/">Identify your top target clients</a></span><span style="color: #666666; font-family: arial;">…the ones you love to work with, who appreciate your solutions the best and where you should win at least 75% of the time.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">2.<span class="Apple-tab-span" style="white-space: pre;"> </span>Ask if they would be willing to have you reach out to their connections. If they have been truly delighted with you and how you have helped them grow their business, they are likely to say “yes”…especially because it’s easy and quick to do so on LinkedIn. Make your request short and sweet so it takes little time for them to read it. And be sure to make it clear that you will use only a few of their contacts and only those with problems you feel qualified to solve.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">3.<span class="Apple-tab-span" style="white-space: pre;"> </span>With your top clients’ permission, use the “Advanced Search” option to sift through connections that are most likely to bear fruit. For the step-by-step process, see </span><span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><a href="https://www.linkedin.com/pulse/how-get-referrals-from-linkedin-business-4-steps-angela-lin-ca">https://www.linkedin.com/pulse/how-get-referrals-from-linkedin-business-4-steps-angela-lin-ca</a></span><span style="color: #666666; font-family: arial;">.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">4.<span class="Apple-tab-span" style="white-space: pre;"> </span>Send an invitation to the selected executive connection citing your common contact. Suggest a time for an introductory meeting based upon a compelling idea or insight that makes sense for their unique situation and your referring contact.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Using technology to filter through contact lists for executives most likely to need your services is the smart way to get those referrals that win you a seat in the executive board room. Now go for it!</span><br />
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px; text-decoration: none;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
<br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-22645004343379452982016-03-14T09:06:00.002-07:002016-03-14T09:06:52.133-07:00A Secret to Selling Success to Executives<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYf5ARvWlaostDiBFNaxH6FY9Tq_0yKfBkWTORZrF5rkH4nMv4pSnralUe1T5MIvCBUC0v6lJixxy-__zrhca4vVUtGPJnGKOLkOPAUtD8Il0ijWMNR-Vqil8ScGaG9oOINBtCd0rdxd0/s1600/advantage-man-walking-above-others.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="A man walks on stilts high above all the others" border="0" height="391" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYf5ARvWlaostDiBFNaxH6FY9Tq_0yKfBkWTORZrF5rkH4nMv4pSnralUe1T5MIvCBUC0v6lJixxy-__zrhca4vVUtGPJnGKOLkOPAUtD8Il0ijWMNR-Vqil8ScGaG9oOINBtCd0rdxd0/s400/advantage-man-walking-above-others.jpg" title="How to Sell to Executives Successfully" width="400" /></a></div>
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">If you really want to sell at the executive level, you need to understand the executive mindset. </span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">Most executives are all about results. They do not want all the details about how your offering works…that’s for their senior management to track and figure out. Executives want to know the positive and measurable impact your solutions will have on their bottom line. How can you solve an important challenge that they face, boost current revenues, or prepare their organization for success in the future? In other words, how can you help them achieve success, personally, professionally and organizationally? </span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">What drives most executives centers around success. So the secret that is rarely highlighted in standard executive sales training is that you should accentuate the positive. Executives are well aware of the negative. Let others probe for the “points of pain.” Distinguish yourself and your solutions by providing positive and future-oriented business outcomes.</span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">First you need to know their most important strategic goals. What are your executive buyer’s priorities for the organization? And how will they measure progress toward that goal? The more you can focus on their business priorities, the more you will be seen as a business partner who deserves their time, attention and respect. </span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">A few more hints:</span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";"><b>1.<span class="Apple-tab-span" style="white-space: pre;"> </span>Don’t ask too many questions.</b></span><br />
<span style="color: #666666; font-family: "arial";">If you’ve done your research thoroughly, you should be prepared with compelling thoughts and insights to share. If you question too much without offering value that links to their most pressing issues, the executive is apt to bounce you down the ladder to a lower level where you may well belong.</span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";"><b>2.<span class="Apple-tab-span" style="white-space: pre;"> </span>Make it short and sweet.</b></span><br />
<span style="color: #666666; font-family: "arial";">When it comes time in the discussion to describe your solution, be succinct. Let the executive probe for more details according to their level of interest and need to know. If slides are involved, keep them to an absolute minimum and pull them out only if they help to illustrate a critical point. </span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";"><b>3.<span class="Apple-tab-span" style="white-space: pre;"> </span>Have relevant case studies and testimonials at the ready.</b></span><br />
<span style="color: #666666; font-family: "arial";">Similar stories of success in similar situations and industries can be very powerful in moving an executive toward the buy decision. Use them as appropriate and when they illustrate a success that the executive can identify with and find of value.</span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="color: #666666; font-family: "arial";">When you have landed an appointment in the C-Suite, remember to keep focused on the business. </span><span style="color: #666666; font-family: "arial";">That is how you can impress executives, sell more effectively and earn the envied position of trusted advisor. </span><br />
<span style="color: #666666; font-family: "arial";"><br />
</span> <span style="background-color: white; color: #666666; font-family: "arial"; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px; text-decoration: none;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-7404991878055003302016-02-02T13:05:00.000-08:002016-02-02T13:05:08.677-08:003 Paths to Help Your Client Earn a Seat at THE Table<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioC9k90NLCYsXqzdT2QZZGX_uFVDHUH0czohfTzlaZH5LbrUSoAbPPYsur_xLyEfxFzWPXdaJGRJVBhwWrocZrlBTBc73NdBDrjrto1LhkMdd9H-6VW8jD9XPRFUyzdRjQANLZou2dPF0/s1600/executive-sitting-alone-at-board-table.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="an executive is sitting alone at the head of the board room table" border="0" height="278" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioC9k90NLCYsXqzdT2QZZGX_uFVDHUH0czohfTzlaZH5LbrUSoAbPPYsur_xLyEfxFzWPXdaJGRJVBhwWrocZrlBTBc73NdBDrjrto1LhkMdd9H-6VW8jD9XPRFUyzdRjQANLZou2dPF0/s400/executive-sitting-alone-at-board-table.jpg" title="Help Your Sales Client Earn a Seat at the Executive Table" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">When you are a “student” of executive sales training, you learn all about how to talk to executives effectively and what they care most about. You learn that they do not typically want to hear about tactics; their focus is on strategy. They typically do not want to hear all the details about implementation; they only care about business results. They need you to bring compelling value and insight to each and every conversation. Executives have no time for stock presentations of what your product or service can do; they only care about what your product or service can do for them and their shareholders.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">All well and good if you are actually talking to the ultimate executive decision maker. But often, your primary contact is only on the way to the C-Suite. Just imagine how much more successful you would be if you could effectively coach your customer in all that you know about how executives think and buy. If you could help your new (or aspiring) executive-level buyer to achieve trusted status at THE executive table, you would both benefit enormously…your client from the newfound status and respect and you from the loyalty earned and potential business.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Help your primary contact achieve executive status by coaching along these three paths:</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;"><b>1.<span class="Apple-tab-span" style="white-space: pre;"> </span>Achievement and accountability</b></span><br />
<span style="color: #666666; font-family: arial;">Make sure your contact can achieve the desired goals. This could be part of the solution you sell. Coach them so they present the solution in a compelling way that highlights measurable business impact. But, if there’s a bump in the road, coach them to own up and be accountable. There is nothing to be gained, and a lot to lose, by passing the buck.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;"><b>2.<span class="Apple-tab-span" style="white-space: pre;"> </span>Risk management</b></span><br />
<span style="color: #666666; font-family: arial;">Executives understand risks; they face them with every decision they make. Be sure your contact is able to outline any risks and implications so there will be no unhappy surprises along the way. Being fore-warned is being fore-armed.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;"><b>3.<span class="Apple-tab-span" style="white-space: pre;"> </span>Political savvy</b></span><br />
<span style="color: #666666; font-family: arial;">Help your contact understand the executive-level politics. Advise that they meet this new “team” on level ground as they figure out where the power lies. It is best to not make any fast alliances until the personalities, motives and success metrics are well understood.</span><br />
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px; text-decoration: none;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-66348652964310358242015-12-23T10:57:00.000-08:002015-12-23T10:57:00.157-08:00Executive Sales Success – Coaching Can Make the Difference<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQO29eBThKidfMvI8DfTL1rsyHVH_5Y4m7AKXwClAQi7sVUTZ5Q2EqXmSGR8GT_AzbC3i5tB35GCFeczbYZrdl9CpSmvMb2-Xe18hELyCuemmXJtCuqdzG2g414pLgY5TR9RrWKvAEzpI/s1600/coaching-whistle-on-turf.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="a coach's whistle is pictured on the turf" border="0" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQO29eBThKidfMvI8DfTL1rsyHVH_5Y4m7AKXwClAQi7sVUTZ5Q2EqXmSGR8GT_AzbC3i5tB35GCFeczbYZrdl9CpSmvMb2-Xe18hELyCuemmXJtCuqdzG2g414pLgY5TR9RrWKvAEzpI/s400/coaching-whistle-on-turf.jpg" title="Executive Sales Success – Coaching Can Make the Difference" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Meetings at the top with executive decision makers are the often most angst-ridden situations for salespeople. They know how much rides on their ability to connect on a personal level, to impress on a professional level, and to bring value to the discussion. Their stress is high and yet they need to project confidence and a sense that they belong in the room and at the executive table. This is what executive sales training is all about…preparing sales reps for what they need to know and how they need to behave for success in the C-suite.</span><br />
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<span style="color: #666666; font-family: arial;">But sales training is just the beginning. Program participants become aware of the challenges and how, at least in theory, to overcome them. But learning is an ongoing experience. It comes a little at a time and as the learner is in real-world settings. One lesson here, another lesson there. In the meantime, though, opportunities may have been lost. </span><br />
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<span style="color: #666666; font-family: arial;">We know that coaching and on-the-job reinforcement can make the difference. Our research shows that it makes a 4-to-1 difference. Learners receive feedback from successful sales reps on what they could do better next time. As sales manager, you owe your learners the support and development they need to succeed.</span><br />
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<span style="color: #666666; font-family: arial;">If you have enough sales coaches to accompany newer folks on all their calls, great. However, this is probably not the best use of your top talent’s time. Your best sales folks are not always available or willing to give up their own opportunities to mentor another. The result is that your newbies are “practicing” in real time. Do you even know how many opportunities have been lost due to their inexperience and the painful lessons learned while right in front of the customer?</span><br />
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<span style="color: #666666; font-family: arial;">There is an answer. Use videos. This can work in two ways. Re-enact actual selling situations…first to show how it should be done and next to get feedback.</span><br />
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<span style="color: #666666; font-family: arial;"><b>1.<span class="Apple-tab-span" style="white-space: pre;"> </span>Your top talent can show learners how it is done.</b></span><br />
<span style="color: #666666; font-family: arial;">Re-create the conversations between your experienced sales rep and customer executives. Throw in obstacles and challenges to the sale. Learners have a chance to observe how such problems are addressed. They can learn the language and attitudes that work. They will see how well prepared they must be, that executives are interested in business results rather than technical details, and that they should come armed with something of value like a fresh insight or special subject matter expertise.</span><br />
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<span style="color: #666666; font-family: arial;"><b>2.<span class="Apple-tab-span" style="white-space: pre;"> </span>Video your learners in real-world scenarios for coaches to observe and critique.</b></span><br />
<span style="color: #666666; font-family: arial;">Give learners a chance to practice, review their performance and reflect upon feedback from coaches who can watch the videos when convenient for them. Learners can practice again and again in a safe setting. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Soon your executive sales trainees, with the video help of your top talent, will be ready for the big time.</span><br />
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-37147671906734554472015-11-30T14:16:00.000-08:002015-11-30T14:16:00.384-08:00Executive Sales - How to Better Speak the Language of Executives<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMVVAKqzhymtDtdCmb5LpZjUOGlkCGDFN8nmcYyvIq3EcvGibwFi6RT17cn0zv1mBhdySy-RFXu50E1bA6mGImt-eTHA4g6qlIZRR7NFOMnmsyOu8lQrKUKkgggTfrPS6vOoRi-hx1NGM/s1600/people-meeting-3-with-executive.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="2 sharply dressed businesspeople are meeting with an executive and present a folder with their proposal" border="0" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMVVAKqzhymtDtdCmb5LpZjUOGlkCGDFN8nmcYyvIq3EcvGibwFi6RT17cn0zv1mBhdySy-RFXu50E1bA6mGImt-eTHA4g6qlIZRR7NFOMnmsyOu8lQrKUKkgggTfrPS6vOoRi-hx1NGM/s400/people-meeting-3-with-executive.jpg" title="How to Sell successfully to Executives" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">It is the foundation of all executive sales training—when you want to influence executives, you need to speak their language. Executives look for business results; they are not concerned with the tactics (the how) as much as the strategy (what will be gained). If you want to persuade executives and earn a place at their table, follow these tips to carry on a discussion at their level.</span><br />
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<ol>
<li><span style="color: #666666; font-family: arial;"><b>Answer the why. </b>Your approach and solution needs to show why it matters and how it fits with the company’s strategic goals. Be clear about how your plan will improve current and future business in a way that matters most.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be ready for objections. </b>Expect that you will need to argue your case. Savvy decision makers will want to test your initiative from all angles. They will want you to prove that you have investigated and researched your plan thoroughly and that it makes sense compared to other alternatives.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Maintain a broad perspective. </b>Understand that your proposal will be weighed against others. Where does yours fit in the priority list of the executive team? Paint a picture of how your plan will benefit the company as a whole. </span></li>
</ol>
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-67876634246063175572015-10-29T13:24:00.000-07:002015-10-29T13:24:00.082-07:00How to Make Points with the Executive Chief in Your World<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEixzKJwl_WFT39Sn0bKwKF6Sc2yYj9aNvlerr9luZVsXMpw7bpbGR-C4HQGspFW74faK3SHnzpzc_xscXBtMCXQVU3yDouTbkX8v7zztTD5lfK0q2yXhdL_U4dClJ6iA28LEKG8TfJEv-A/s1600/executive-indian-chief-meeting.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="An Indian brave in war paint is seated next to the chief with headdress in front of a wigwam" border="0" height="195" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEixzKJwl_WFT39Sn0bKwKF6Sc2yYj9aNvlerr9luZVsXMpw7bpbGR-C4HQGspFW74faK3SHnzpzc_xscXBtMCXQVU3yDouTbkX8v7zztTD5lfK0q2yXhdL_U4dClJ6iA28LEKG8TfJEv-A/s320/executive-indian-chief-meeting.jpg" title="How to Make Points with the Executive Chief in Your World" width="320" /></a></div>
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<span style="color: #666666; font-family: arial;">When you want to make points with a decision-making CEO, you have to think like a chief executive. Whatever it is that you are trying to sell—a solution, a new plan, the need for more resources—your best chance at a successful conclusion is to take a page from an executive sales training primer that teaches how executives think. Then you are prepared with the right approach, the right perspective, and the right level of detail. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Here is what executives tell us they want to hear from you in order to seriously consider your request:</span><br />
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<ol>
<li><span style="color: #666666; font-family: arial;"><b>Begin with the end in mind. </b>Start with your conclusion. Don’t waste your executive’s time with a long build-up to what you want. State it at the outset and then spend the rest of the valuable audience time explaining your rationale.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Look forward not backward. </b> Focus on the future, not the past. Clearly describe a vision of how your proposal will specifically improve the situation going forward in an area that matters most.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be outcome focused.</b> Think results, not process. In the initial buying stages, executives are more interested in what you are trying to achieve and less in the means to achieve it.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be prepared at the right level.</b> Do your homework. Anticipate all possible questions and have clear, compelling and reasonable answers ready – along with the strategic and business implications.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be clear and precise. </b>Use simple vocabulary, relevant examples and avoid clichés.</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be aligned and customer-centric.</b> Be sure your proposed solution aligns 100% with the top 5-10 strategic priorities of both the executive and their company. If, for example, the organization is focused on belt tightening and you have an innovative idea that will save costs, go for it. Remember it is about helping the client to succeed, not hitting your sales targets.</span></li>
</ol>
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-72802533418427085072015-09-28T15:50:00.000-07:002015-09-28T15:50:14.182-07:00The 2 Best (and Fastest) Sources of Information for Your Executive Meeting <div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-BUgpm8RKTiDXSjHiIwh87tTAImE48rTaF82j0kom42rsyWIJ366Fe4huPBZS8l7ALdv75g1FE3MSIByZ4xJqvX21GAGNi5wMtn4UBwqRy_UJEKXocTpCsiUOSp2PEFCeffZF666lcR4/s1600/fast-help-stopwatch.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="A stopwatch illustrates that you can prepare fast for selling to executives using their web site" border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-BUgpm8RKTiDXSjHiIwh87tTAImE48rTaF82j0kom42rsyWIJ366Fe4huPBZS8l7ALdv75g1FE3MSIByZ4xJqvX21GAGNi5wMtn4UBwqRy_UJEKXocTpCsiUOSp2PEFCeffZF666lcR4/s320/fast-help-stopwatch.jpg" title="How to Prepare Quickly and Effectively for Executive Selling" width="320" /></a></div>
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What you learned in your executive sales training was right…to capture the attention of an executive you need to bring value. And that value comes in the form of insight or expertise. <o:p></o:p></div>
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Proper preparation for your sales meeting is critical. But sometimes you have little time between the meeting with your usual contact and the opportunity to meet with the CEO who happens to have an open 15-minute slot. Time is of the essence. <o:p></o:p></div>
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Here are your fastest and most readily available sources of information to help you gain the background you need to confer at the executive level:</div>
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<ol>
<li><b style="text-indent: -0.25in;">The Letter to Shareholders</b><span style="text-indent: -0.25in;"> <br />
Even </span><span style="text-indent: -0.25in;">though it is written only once it year, it is often a treasure trove of information on the external factors affecting the organization’s business, significant trends in their marketplace, strategic initiatives and predictions for the future. Pay special attention, too, to any business metrics they highlight so you can link your solution to the financial measures they care about.</span><b style="text-indent: -0.25in;"><br />
</b></li>
<li><span style="text-indent: -0.25in;"><b>Financial Statements</b></span><span style="text-indent: -0.25in;">Look for changes, up or down, that can present opportunities for investment in your offering. From the income statement, try to identify significant shifts in their product/service mix and sales by region, business unit or product. You should analyze the balance sheet to get an overall snapshot of the organization’s assets and liabilities so you know if they are growing or shrinking.</span><span style="text-indent: -0.25in;"> </span></li>
</ol>
<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.2px; line-height: 18.48px;">Learn more at: </span><a alt="This is a hyperlink for http://www.lsaglobal.com/executive-selling-training-coaching article about preparing for a sales meeting with an executive when there is little time" href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.2px; line-height: 18.48px;" title="The 2 Best (and Fastest)Sources of Information for Your Executive Meeting">http://www.lsaglobal.com/executive-selling-training-coaching/</a><br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-63026478154414376662015-09-01T08:29:00.000-07:002015-09-01T08:29:09.288-07:00The First Step to Selling Successfully at the Executive Level<div class="separator" style="clear: both; text-align: center;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9ZW5KPNOK1IYYG-XecD9XBzMAz9LBu-SW6pUaP6tGeXXswvec_aDg-FVpjI4AZIH7JfNbH76qNUAOc2zP6HERL2p3hXd-QXXz9HbdkasLYk5Mnh9GzMrNYetHmB31manl6lqj4-XHYTM/s1600/first-step.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="" border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9ZW5KPNOK1IYYG-XecD9XBzMAz9LBu-SW6pUaP6tGeXXswvec_aDg-FVpjI4AZIH7JfNbH76qNUAOc2zP6HERL2p3hXd-QXXz9HbdkasLYk5Mnh9GzMrNYetHmB31manl6lqj4-XHYTM/s320/first-step.jpg" title="The first step to successful executive selling" width="320" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">The very first step to having a productive outcome from a conversation with an executive is proving that you understand their world. This is the foundation of all executive sales training…establishing yourself as a trusted and insightful partner who can provide value at the highest level.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Selling successfully to executives requires that you understand what is important to them and be able to offer insights and suggestions that are relevant to what matters most – personally and professionally. Show that you are comfortable in the C-suite by being prepared, self-assured and compelling. As with any customer, take just enough time to build rapport so that you can engage in a mutually frank and revealing dialogue. And don’t be afraid to ask challenging questions that prompt your customer to think differently about the situation…the “what would happen if” and “have you thought about” questions. Then be ready to prove that you have the background and knowledge and solutions ready to tackle their problems and provide measurable help to them and their business.</span><br />
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<ul>
<li><span style="color: #666666; font-family: arial;">Do your homework. </span></li>
<li><span style="color: #666666; font-family: arial;">Prepare thoroughly. </span></li>
<li><span style="color: #666666; font-family: arial;">Practice role plays with colleagues. </span></li>
<li><span style="color: #666666; font-family: arial;">Get candid feedback.</span></li>
<li><span style="color: #666666; font-family: arial;">And then take that first step.</span></li>
</ul>
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<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.1999998092651px; line-height: 18.4799995422363px;">Learn more at: </span><a href="http://www.lsaglobal.com/executive-selling-training-coaching/" style="background-color: white; color: #ffad31; font-family: arial; font-size: 13.1999998092651px; line-height: 18.4799995422363px;">http://www.lsaglobal.com/executive-selling-training-coaching/</a></div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-89101502805500259112015-07-30T20:03:00.002-07:002015-07-30T20:03:34.845-07:00What To Do When You Blow It with a C-Level Buyer – 4 Steps to Take<div class="MsoNormal">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgbdXYE9wDUgb4lsS7FqUCMqH43tf2weoNjUZG8sVjJBB1sSV87HaAUEQNPEkTXb-bZTUjzBFZnft4oXh2QbkGCTDExNo2GuBBts6cGWP0rGEzw5gEfx0qQdmQnUktqmxtMrS29RpGsk_A/s1600/dislike-thumbs-down-bad.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="" border="0" height="214" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgbdXYE9wDUgb4lsS7FqUCMqH43tf2weoNjUZG8sVjJBB1sSV87HaAUEQNPEkTXb-bZTUjzBFZnft4oXh2QbkGCTDExNo2GuBBts6cGWP0rGEzw5gEfx0qQdmQnUktqmxtMrS29RpGsk_A/s320/dislike-thumbs-down-bad.jpg" title="Dislike with thumbs down on a C-level Buyer's First Impression" width="320" /></a></div>
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Did you blow your first sales meeting with that
long-sought-after executive client? You’ve got that sinking feeling that the
session did not go well despite your lengthy preparation. It was a “thumbs-down”
rating from the very start and there were no tips from your executive sales
training program on how to deal with an unexpected reaction that seemed out of
your control. <o:p></o:p></div>
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Can you recover?<o:p></o:p></div>
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Here is some advice from seasoned sales executives who have
been battered and bruised by the arbitrariness of executive sales call first
impressions that went bad.<o:p></o:p></div>
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<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Is a
second chance worth the effort? </b>First weigh the upside of trying to recover
from a bad first impression. Then think through the meeting from beginning to
end to evaluate when and where and how things went south. Talk through your
recollections with a teammate who can help you see things objectively. It may
not be as bad as you think. But is the
potential business and re-branding worth the effort?<br />
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<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Understand
that your best chance at changing the executive’s impression of you is in person.</b>
Your competence and character must shine through to shift how they view you –
this is difficult to accomplish remotely after a bad start.<br />
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<!--[if !supportLists]--><span style="font-family: Symbol; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; font-stretch: normal;">
</span></span><!--[endif]--><b>Try to
understand what your client is looking for in a potential partner. </b>This is
not the time to push yourself but to slow down so you can assess the dynamics
of your meeting. Are you and your
company a good fit?<br />
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<b><span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Be
confident but not overbearing. </span></b><span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Eat
a little humble pie and be grateful for a chance to undo the negative feelings
and to build a positive relationship.</span><br />
<span style="background-color: white; color: #666666; font-family: arial; font-size: 13.1999998092651px; line-height: 18.4799995422363px;"><br /></span>
<a href="http://www.lsaglobal.com/executive-selling-training-coaching/">Learn more...</a>Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-60642538482431966602015-06-30T11:28:00.000-07:002015-06-30T11:28:00.493-07:00New Research Has New Advice - Go Ahead…Ask the Big Cheese the Big Questions<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgK3oAUC3mqlfqvOgB-rpeyE4TLn7l2F06Eo7hstBMvxsBgIe7HtU8wZdR2_yRiJqnW9kf7HnXXETiAcDtGTSf2K5O4bh6H-fr4J05ltLw473N1fNp3vG8y5TvPPbx5mmprIBl6dgUhKWg/s1600/question-mark-on-wall-woman.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="" border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgK3oAUC3mqlfqvOgB-rpeyE4TLn7l2F06Eo7hstBMvxsBgIe7HtU8wZdR2_yRiJqnW9kf7HnXXETiAcDtGTSf2K5O4bh6H-fr4J05ltLw473N1fNp3vG8y5TvPPbx5mmprIBl6dgUhKWg/s320/question-mark-on-wall-woman.jpg" title="Executive Sales Training with Advice to Ask Big Questions" width="320" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">We all know from executive sales training that selling to executives is way different from selling to lower level buyers. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">And smart solution sellers are committed to doing upfront research to know as much as possible about the company, the industry, and the situation. It is wise, we are told, to avoid asking questions that we should know the answers to. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">But new research by DoubleCheck says that we should not be afraid to ask relevant and revealing questions of executives. They are far more willing to respond than many had thought. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">How much more effective your sales process would be if you could find out more about what matters most to them.</span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">It turns out that 63% of the executives surveyed said they would be willing to share key information about their decision process and other key items if they trusted the person asking. </span><br />
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">So the bottom line? Assuming you have earned their trust and credibility, just ask. </span><br />
<br />
<span style="color: #666666; font-family: arial;">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a></span><br />
<br />
<br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-55010746659183241182015-05-31T13:29:00.003-07:002015-05-31T13:29:50.577-07:005 Key Questions Your Sales Force Should Be Asking Executives<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj7ifXQGJ5a7ZkGexQCoTTaeXMq_aj_Ilb2REa97RZiUX9mlfVA4MXfK4kbYIzAVg4ZKTEO7mNQFxT7XkJIem1MdQFwx_poWpV3bjbJQL2hKBisc6jvXclwfewji5fVt6KWY4Zl01cOLy0/s1600/5+Key+Questions+Your+Sales+Force+Should+Be+Asking+Executives.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="5 Key Questions Your Sales Force Should Be Asking Executives" border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj7ifXQGJ5a7ZkGexQCoTTaeXMq_aj_Ilb2REa97RZiUX9mlfVA4MXfK4kbYIzAVg4ZKTEO7mNQFxT7XkJIem1MdQFwx_poWpV3bjbJQL2hKBisc6jvXclwfewji5fVt6KWY4Zl01cOLy0/s400/5+Key+Questions+Your+Sales+Force+Should+Be+Asking+Executives.jpg" title="" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Executive sales training teaches that selling successfully to C-level folks requires a different approach from selling elsewhere in the organization. You need to be able to quickly and simply demonstrate true value…to offer a new perspective or fresh insights that will help executives solve the problems that matter most. <br />
<br />
One way to inspire their thinking in a new direction and thus influence them to action is with thoughtful inquiry. <br />
<br />
Here are five questions that can help uncover the gold nuggets that add real value to the sales process:<br />
</span><br />
<ol li="" start="1"><span style="color: #666666; font-family: arial;">
<li><b>If you implemented this action, what would the business impact be?</b> This line of questioning can lead to a good discussion that is focused on results…the bottom line for any executive.<br />
<br />
</li>
<li><b>What if you don’t take that action?</b><br />
Working from this direction leads to consideration of the consequences of inaction and, hopefully, brings new insight to the discussion.<br />
<br />
</li>
<li><b>What is currently missing from your formula for success?</b><br />
This can lead you down new paths and to a broader opportunity for you to provide some answers.<br />
<br />
</li>
<li><b>What is actually possible in your unique corporate culture?</b><br />
Here you get a picture of the executive’s ideal scenario, the environment in which they must succeed and a chance to help achieve it in a way that makes sense.<br />
<br />
</li>
<li><b>Why now?</b><br />
Don’t ask this in a challenging way but in a genuinely curious way. Executives will be encouraged to justify their thinking and perhaps come up with new solutions of their own. <br />
</li>
</span></ol>
<span style="color: #666666; font-family: arial;"> Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a> </span> </div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-23955547371063035142015-04-30T12:07:00.000-07:002015-04-30T12:07:06.211-07:00The Best Place to Meet an Executive Buyer May NOT Be in the Office<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzoNKruyAO1xBJGPmjBHN9fyWjZnycZQSO6hc_F-nwL2hoVu10HnAO90TnX7ITTzzwi0MxHd5siVtVds9lRcOiTkG8q1au97CjEY5DX85KGzKCy-pRCUNPO-0n_hZl9mZ7gN1sd1pSnXQ/s1600/The+Best+Place+to+Meet+an+Executive+Buyer+May+NOT+Be+in+the+Office.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="The Best Place to Meet an Executive Buyer May NOT Be in the Office" border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzoNKruyAO1xBJGPmjBHN9fyWjZnycZQSO6hc_F-nwL2hoVu10HnAO90TnX7ITTzzwi0MxHd5siVtVds9lRcOiTkG8q1au97CjEY5DX85KGzKCy-pRCUNPO-0n_hZl9mZ7gN1sd1pSnXQ/s1600/The+Best+Place+to+Meet+an+Executive+Buyer+May+NOT+Be+in+the+Office.jpg" height="327" title="" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">Selling to an executive? Sometimes the best place to meet a C-Level buyer is not in their office with a scheduled appointment but more casually in a social venue. If you can put yourself in an environment where executives hang out, you might be lucky enough to have a chance to talk to them. This is not a standard part of executive sales training but you should consider the opportunity and be ready to take advantage of it. <br />
<br />
This is how to pull it off:<br />
</span><br />
<ul>
<li><span style="color: #666666; font-family: arial;"><b>Figure out where executives gather</b>. Perhaps you can meet them at the golf course, a charity event, a favorite watering hole, or at dinner at the home of a mutual friend.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Be ready with a two-sentence elevator pitch</b>, but deliver it in a strictly conversational way and only when given the invitation to tell “what you do.”<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Know your target.</b> Be sure you know what they look like so you can approach them with confidence. A compliment like “I recognize you from your picture,” may ease your introduction. Then make sure that you have done enough research about them, their company and their industry to ensure that your discussion focuses on what matters most to their personal and professional success.<br />
</span></li>
</ul>
<span style="color: #666666; font-family: arial;">
Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
</span>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-86579899894693492142015-03-31T14:12:00.000-07:002015-04-02T11:36:52.753-07:006 Under-the-Radar Ways to Get Ahead When Selling to Executives<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzVhj79ex_KJd61eyz_BN0WT88BY6C49vu5olcyu3mmQZfaXIYokW-FNH8vHylsyibIQgBfkMImX4-R7UtEXxbQtI_t3mI-lJ5fgZjUi0kCWjSTVWcL4QESW0gbkoqY213losiMQmB9-A/s1600/6+Under-the-Radar+Ways+to+Get+Ahead+When+Selling+to+Executives.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="6 Under-the-Radar Ways to Get Ahead When Selling to Executives" border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzVhj79ex_KJd61eyz_BN0WT88BY6C49vu5olcyu3mmQZfaXIYokW-FNH8vHylsyibIQgBfkMImX4-R7UtEXxbQtI_t3mI-lJ5fgZjUi0kCWjSTVWcL4QESW0gbkoqY213losiMQmB9-A/s1600/6+Under-the-Radar+Ways+to+Get+Ahead+When+Selling+to+Executives.jpg" height="273" title="" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br />
<br />
You know you’re in a highly competitive position with your offering, but you now have the opportunity to talk with the executive buyer one-on-one. <br />
<br />
You have reviewed all your executive sales training techniques so you feel well prepared to adopt the right attitude with some insightful ideas. But what would really help you rocket past your competitors is to coax the executive to really open up and honestly share what is going on in the business.<br />
<br />
Here are some suggestions on how to get the executive to tell you what you want to know:<br />
</span><br />
<ol start="1">
<li><span style="color: #666666; font-family: arial;"><b>Flattery</b><br />
No one is immune to feeling good about themselves. What you say must be a true observation delivered in an authentic way. But, appealing to one’s ego is a tactic that works. People react positively and are more apt to cooperate.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Confidentiality</b><br />
If you are trusted and can ensure confidentiality, the executive can let go of fears that telling the truth will reflect badly on the company or on business.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Silence</b><br />
Do not be afraid of pauses. Once you ask a question, leave space for the executive to respond and then perhaps add more detail.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Open curiosity</b><br />
If you are genuinely curious, the executive may let his guard down and play the role of experienced guide.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Incentive</b><br />
If the executive trusts that you can provide a solution to his business problem, he will be more forthcoming in describing just what haunts him at night.<br />
<br />
</span></li>
<li><span style="color: #666666; font-family: arial;"><b>Emotional appeal</b><br />
Appealing to how good it would feel if the problem were solved might open up the communication so you learn even more about the situation.<br />
</span></li>
</ol>
<span style="color: #666666; font-family: arial;">
Are you using all six to your advantage?</span><br />
<div>
<span style="color: #666666; font-family: arial;"><br /></span></div>
<div>
<span style="color: #666666; font-family: arial;">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
</span>
</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-22105600443458302492015-02-28T12:16:00.000-08:002017-07-09T15:47:29.629-07:00What Would Make this Executive Invite You to Join Him at the Table<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjnCNiUbPAmWJBUL4jJClLYIUakCuoAwKv4mA_7rw-_7_qiBCjUjy87H7VGONYa8C5TyTMw_k1OalLFVcvu3ezMGGu8np5IJFSHkyAv2TThYx_7LtvJf_-ntqcnDWbtntq5E4ik4rfl5U8/s1600/What+Would+Make+this+Executive+Invite+You+to+Join+Him+at+the+Table.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="What Would Make this Executive Invite You to Join Him at the Table" border="0" height="278" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjnCNiUbPAmWJBUL4jJClLYIUakCuoAwKv4mA_7rw-_7_qiBCjUjy87H7VGONYa8C5TyTMw_k1OalLFVcvu3ezMGGu8np5IJFSHkyAv2TThYx_7LtvJf_-ntqcnDWbtntq5E4ik4rfl5U8/s1600/What+Would+Make+this+Executive+Invite+You+to+Join+Him+at+the+Table.jpg" title="" width="400" /></a></div>
<span style="color: #666666; font-family: "arial";"><br />This executive selling article has been moved to: <a href="http://lsaglobal.com/blog/executive-selling-training-tips-get-executive-meet/">http://lsaglobal.com/blog/executive-selling-training-tips-get-executive-meet/</a></span><br />
<div>
<span style="color: #666666; font-family: "arial";"><br /></span></div>
<div>
<span style="color: #666666; font-family: "arial";">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
</span>
</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-25154718705757057592015-01-30T14:32:00.000-08:002015-02-02T14:33:45.829-08:00Wishing Alone Won’t Make Executive Sales Happen – What to Do Instead<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiO-V-yV-6UrnD_IoqbIb9CRJhZHVwBUhMw4N6sHlhAmBSn6Rcn0g9YvPpDFYYYFO3Dw6P73tCXt9UEpO0duIYBlKHXASRZFTi1bomHy4rptDBvGM1EH7ynHNJq-aTrHyFV92zTwKgM-Yc/s1600/Wishing+Alone+Won%E2%80%99t+Make+Executive+Sales+Happen+%E2%80%93+What+to+Do+Instead.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="Wishing Alone Won’t Make Executive Sales Happen – What to Do Instead" border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiO-V-yV-6UrnD_IoqbIb9CRJhZHVwBUhMw4N6sHlhAmBSn6Rcn0g9YvPpDFYYYFO3Dw6P73tCXt9UEpO0duIYBlKHXASRZFTi1bomHy4rptDBvGM1EH7ynHNJq-aTrHyFV92zTwKgM-Yc/s1600/Wishing+Alone+Won%E2%80%99t+Make+Executive+Sales+Happen+%E2%80%93+What+to+Do+Instead.jpg" height="251" title="" width="400" /></a></div>
<span style="color: #666666; font-family: arial;"><br /></span>
<span style="color: #666666; font-family: arial;">We would all be wildly successful at selling to executives if wishing were all it took. But we know better. <br />
<br />
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.<br />
<br />
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:<br />
</span><br />
<ul>
<li><span style="color: #666666; font-family: arial;">The most pressing and highest priority problems your customer needs to solve<br />
</span></li>
<li><span style="color: #666666; font-family: arial;">Whether this problem has been solved before…then how and where<br />
</span></li>
<li><span style="color: #666666; font-family: arial;">Who cares most and least about the problem being solved<br />
</span></li>
<li><span style="color: #666666; font-family: arial;">How you can differentiate yourself and your solution from the available alternatives<br />
</span></li>
</ul>
<span style="color: #666666; font-family: arial;">Then you will be able to provide new approaches that will distinguish you and your company. No magic genie needed!</span><div>
<span style="color: #666666; font-family: arial;"><br /></span></div>
<div>
<span style="color: #666666; font-family: arial;">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
</span>
</div>
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-82345168715981068532015-01-07T08:31:00.000-08:002015-02-26T10:13:13.541-08:00Why Your Sales Team Can’t Close<div dir="ltr" style="text-align: left;" trbidi="on">
<span style="font-family: "Calibri",sans-serif; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">By
Joanne S. Black</span><span style="color: #666666; font-family: arial;"><br /><br />
</span><br />
<span style="color: #666666; font-family: arial;">You’d be surprised how often I hear, “My salespeople can’t close.”<br />
It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps how to close without addressing the broken links in a prospecting system will not yield sustainable results. It’s like back pain. You can stretch and put heat on an aching back, but unless you treat the pulled muscle or degenerating disc that’s causing the pain, your back will continue to hurt.</span><br />
<span style="color: #666666; font-family: arial;"><br />
Likewise, if you want your team to reach and exceed their quotas, you can’t just teach them about “closing.” You must invest time in teaching them how to build customer relationships, have valuable conversations with clients, and <a href="http://www.nomorecoldcalling.com/special-packages/the-referral-sales-getting-started-package-57/">prospect through referrals</a>—and then reinforce that learning by demonstrating it for them. <br />
<br /><b>
Conversations That Convert</b><br />
Guess who IT firms are now hiring for sales and consulting positions? People with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage people in conversation, be polite yet firm, smile, and let negativity roll off their backs. These skills make them star employees. Yes, they also have the technical expertise, but their people skills are what enable them to prospect well, develop relationships, and close business.</span><br />
<span style="color: #666666; font-family: arial;"><br />
CEOs and sales leaders across industries tell me their people routinely email and send text messages to clients, and then complain that they can’t reach their contacts. After all, they’ve followed up several times via email. Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it. They’re far more comfortable hiding behind technology. This way, they don’t really have to think. Marketing gives them templates, and away they go—to bury their heads in their computers and accomplish nothing. They haven’t been trained and coached on business acumen. They know how to give demos and deliver their standard (boring) pitches. But they don’t know how to uncover clients’ pain points or have <a href="http://www.nomorecoldcalling.com/how-to-begin-the-roi-conversation/">discussions about ROI</a>.<br />
<br /><b>
From Questioning to Closing</b><br />
Thoughtful and provocative questioning delivers a huge impact on close rates—and sales revenues. When salespeople <a href="http://www.nomorecoldcalling.com/were-smarter-than-our-buyers/">ask probing questions</a> to understand what their clients’ really need, not just what the clients think they need, often the scale of the projects increases—creating win/wins for everyone. Your company gets bigger deals. Clients get solutions that actually solve their problems, create demonstrable business results, and make them look good. And you are poised for additional business, both from your satisfied customers as well as their referrals.<br />
<br /><b>
Referrals: Your Competitive Advantage</b><br />
By prospecting through referrals, you bypass most of the hurdles that keep salespeople from closing. Prospects already know you are trustworthy and that you get results. And they actually want to talk to you, not your competition. When salespeople receive referral introductions, they convert prospects into clients more than 50 percent of the time (usually 70 to 90 percent). Leads from other, less-direct sources have a 1- to 3-percent close rate. <a href="http://www.nomorecoldcalling.com/the-business-case-for-referrals/">You do the math</a>.<br />
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Bottom line: If your salespeople “can’t close,” it’s a symptom (not the cause) of your team’s problem. Selling is never about closing.<br />
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About the Author</b><br />
Joanne Black is America’s top referral sales expert. With decades of experience across multiple industries and companies of all sizes, Joanne Black’s simple message about using referral selling as the primary driver of sales is one that resonates with sales and marketing audiences around the globe. Visit <a href="http://www.nomorecoldcalling.com/">www.nomorecoldcalling.com </a>for more articles, tips, and free resources. You can also find Joanne on Twitter @ReferralSales.<br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-82380439145018139812014-12-29T14:31:00.004-08:002014-12-29T14:31:59.620-08:00Questions to Consider to Not Squander your C-Level Meeting<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg2XnuWFI4SYgdAzxl2mJhNv8uLJFP027bCKhZBMrEN2JLkleMBfPomVhi13mTca89QjLUGBoIgmYs2t0j4Kmv-288tHZszoxHmj7WZ72O1qGR3pwGaqIqZtAkfSvOK0SFQkCZi8HjwWoo/s1600/Questions+to+Consider+to+Not+Squander+your+C-Level+Meeting.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg2XnuWFI4SYgdAzxl2mJhNv8uLJFP027bCKhZBMrEN2JLkleMBfPomVhi13mTca89QjLUGBoIgmYs2t0j4Kmv-288tHZszoxHmj7WZ72O1qGR3pwGaqIqZtAkfSvOK0SFQkCZi8HjwWoo/s1600/Questions+to+Consider+to+Not+Squander+your+C-Level+Meeting.jpg" height="400" width="278" /></a></div>
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<span style="color: #666666; font-family: arial;">Connecting at the C-Level is important. Obtaining a meeting with top executives is difficult.<br />
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Unfortunately most salespeople do not understand what C-level executives want to hear. <br />
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Even if their sales “hook” was clever enough to get on the executive schedule, most executives do not believe that the majority of sales reps have enough experience, background or industry savvy to really articulate and provide the level of value required in the C-Suite. <br />
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Make sure that your executive sales training prepares your sales team for success when they talk to executives. Here are some questions to consider:<br />
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<li><span style="color: #666666; font-family: arial;">What are the company’s top 3 business priorities?<br />
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<li><span style="color: #666666; font-family: arial;">How do they measure their personal and professional success?<br />
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</span></li>
<li><span style="color: #666666; font-family: arial;">Do you truly have a solution to sell? Or Is your “solution selling” approach just a poorly disguised product pitch? <br />
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</span></li>
<li><span style="color: #666666; font-family: arial;">Do you know what information and insights your executive target would value here and now?<br />
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<li><span style="color: #666666; font-family: arial;">Are you genuine in your stated interest to help the executive succeed and solve real issues?<br />
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<li><span style="color: #666666; font-family: arial;">Are you sure that the executive would be the actual buyer or is your offering more appropriate at a lower level or through a different corporate function?<br />
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<span style="color: #666666; font-family: arial;">Bottom line, you need to decide if your salespeople really have the knowledge, expertise, presence and authenticity to sell value to executives effectively.</span><div>
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<span style="color: #666666; font-family: arial;">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-82366202847600673262014-11-30T14:32:00.000-08:002016-08-05T14:54:01.508-07:003 Ways to Develop More Strategic Thinking Sellers<div dir="ltr" style="text-align: left;" trbidi="on">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi3-AS6RgeQKIZlyq-4SyfVE8dJ8tSJ3g29Q-mP3XvszNt_nsk847tJtOoPUnH20l_mVUYjyVf-_NQ-KejD039AK26SZWgDwLSXxMaYcoE8p_gZ7xeeJC9vdyE6Um4CrD3WP4b6wUyB8TA/s1600/3+Ways+to+Develop+More+Strategic+Thinking+Sellers.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="332" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi3-AS6RgeQKIZlyq-4SyfVE8dJ8tSJ3g29Q-mP3XvszNt_nsk847tJtOoPUnH20l_mVUYjyVf-_NQ-KejD039AK26SZWgDwLSXxMaYcoE8p_gZ7xeeJC9vdyE6Um4CrD3WP4b6wUyB8TA/s1600/3+Ways+to+Develop+More+Strategic+Thinking+Sellers.jpg" width="400" /></a></div>
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Effective leaders think and act strategically…and they do it every day, not just during a so-called strategy session. <br />
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In a study by Management Research Group that included 60,000 executives and managers in over 140 countries and in 26 industries, a strategic approach was deemed 10 times more important as a leadership practice than any other behavior including communication. That said, what could be more critical to the future success of your sales organization than developing strategic thinkers in your sales management team? <br />
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Here are three ways to begin to incorporate strategic thinking into your executive sales training:<br />
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<li><span style="color: #666666; font-family: "arial";"><b>Set aside time.</b><br />
Actually schedule time for managers to come together and learn how to think beyond the day-to-day and consider longer-term challenges and solutions that their target clients face.<br />
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<li><span style="color: #666666; font-family: "arial";"><b>Provide information.</b><br />
See that your sales managers are well informed about what is happening in the company and in the industry. This will help them spot trends and broaden their thinking to consider where opportunities lie and to get ahead of the market.<br />
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<li><span style="color: #666666; font-family: "arial";"><b>Ask two questions: why and when.</b><br />
As solutions are put forward, train sales managers to ask “why” so they learn to focus on the overall goal of any action and “when” so they develop a future perspective. <br />
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To help make the behaviors sick, incorporate these 3 approaches into your sales performance coaching methodology and hold sales managers accountable for making it happen.</span><br />
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<span style="color: #666666; font-family: "arial";"><a href="http://lsaglobal.com/whitepaper-download/sales-strategy-best-practices-whitepaper-download-sales-strategy-clear-enough-act/" target="_blank">Download Strategic Sales Clarity Whitepaper Now</a></span><br />
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<span style="color: #666666; font-family: "arial";">Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-4135647166356887721.post-59999433288857527502014-10-31T16:25:00.000-07:002014-11-03T16:27:09.066-08:00How to Find the Real Buyer<div dir="ltr" style="text-align: left;" trbidi="on">
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Unfortunately there is no consistent shortcut to finding the real buyer…the one who has the most to gain by signing your deal or perhaps the most to lose if the deal falls through. <br />
You need to invest the time necessary to find the key executive who can move the deal forward past obstacles like sticky procurement processes or stingy finance folks. <br />
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The deal is a big one and you are willing to put in the time and the effort to find that key buyer. But where do you look? Executive sales training experts say that you need to:<br />
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<li><span style="color: #666666; font-family: arial;"><b>Do your homework.</b><br />
Understand your client organization’s industry, buying process, decision making protocol, and political structure as well as the personal motivations of key stakeholders. Do not be swayed simply by titles…you may find that the “real” buyer is not at the top of the organizational chart at all. <br />
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<li><span style="color: #666666; font-family: arial;"><b>Time it right.</b><br />
Often the relevant executive is not involved throughout the buying cycle. They are apt to set the course at the beginning and then reemerge at the final stage. So you need to get in on the opportunity early so you can have some influence over the definition of the problem and the solution criteria.<br />
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Learn more at: <a href="http://www.lsaglobal.com/executive-selling-training-coaching/">http://www.lsaglobal.com/executive-selling-training-coaching/</a>
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Unknownnoreply@blogger.com0