Do you sell to chief executives, presidents, and corporate bigwigs?
If so, chances are good you're doing it wrong. Here's why... and later in this post, you'll get some tools to start doing much MUCH better FAST...
The reason you're not getting the appointments you want or capturing the interest you need from senior executives and CEOs is that you're selling functional ideas to strategic people.
The last thing - and I mean DEAD LAST thing - that any chief executive cares about is the "how" of solving a particular problem.
You've seen the cliche in a hundred different movies of the top dog barking at an underling in the board room - "I don't care HOW you do it. Just get it done."
But when it comes to selling, we sellers and marketers are soooo in love with our "How."
What you need to focus on is the "Why" and then immediately jump to results and outcomes.
But not just ANY results and outcomes - the results and outcomes that your CEO prospects are publicly, permanently and strategically committed to achieving.
Not sure exactly what results or outcomes your top executive prospects care about?
Don't guess... educate yourself.
Here are links to some online and offline resources (magazines, annual lists, websites, books) that you should buy, download, read and integrate into your marketing game plan so that you can sell much more effectively to CEOs and other C-level buyers:
ARTICLES and WEB LISTINGS:
Harvard Business Review - Top 100 CEOs
Fortune Most Admired Companies
Fortune Best Companies to Work For
50 Most Powerful Women in Business
2013 NAFE Top 50 Companies for Executive Women
BOOKS:
The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success
What Got You Here Won't Get You There
The NEW Secrets of CEOs: 200 Global Chief Executives on Leading
The moment YOU start talking CEO Language about CEO Problems is the moment you start to earn their attention, their trust, and - eventually - their business.
Tags: Marketing speaker, marketing coach, sales, selling, CEO language
What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on effectively selling to CEOs and corporate executives...
