Two Questions That Must Be Answered To Win Business From A Senior Decision Maker And, why you don’t already know this.

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Why don’t you already know this?

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Skillset vs. a Technique

Two Questions that must be answered to win the business of a high-level public company decision maker

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Question#1: How does your product or service support my strategic objectives?

Question #2: What impact does your product or service have on my key measures?

Why are these questions important now: The Miyagi Factor

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Why are these questions important now: The Evolution of Selling

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Are you ready for the Fifth Evolution?

Why are these questions important now: The Fifth Evolution

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The Fifth Evolution: Salesperson as Business Consultant The salesperson MUST

1.! Understand the economics of his or her own products/services

2.! Understand the economics of competitive products/services.

3.! Be able to explain his product’s advantages in terms of net savings and cost reduction.

Strategic Objectives: The big-picture, often enterprise-wide concerns of every senior manager that guide their day to day actions and decisions.

Closely aligned sales pitch = Trusted Advisor.

Senior Decision Maker Question #1: How does this product or service support my strategic objectives?"

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Where can you look to find this information:

!! CEO Letter in the Annual Report

!! The 10K Report

!! Management Presentations

Senior Decision Maker Question #1: How does this product or service support my strategic objectives?"

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Key Measures: Compare two or more of the raw numbers from a

company’s financial statements

Key measures tell a story.

Senior Decision Maker Question #2: How does this product or service impact my key measures?"

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Where can you look to find this information:

!! The company’s Annual Report (near the back)

!! The 10K Report (near the back)

!! MSN Money (also, Yahoo Finance and Google Finance)

Senior Decision Maker Question #2: How does this product or service impact my key measures?"

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To get a package that includes:

!! Free Resource #1: A list of Senior managers’ strategic concerns and related questions

!! Free Resource #2: Step by step process to access Annual Reports, 10K’s, Management Presentations and Industry Standard Ratios

!! Free Resource #3: A private “Sales Meeting in a Box” version of this webinar just for your team

Send an email to kathy@sellatclevel.com and ask for the resources that you want: one, two or all three

Three Free Resources from Selling at the C-Level

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