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Answer Two Questions to Close C-Level Sales – or Lose the Sale! By Michael Higgins for...
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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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Make more and bigger sales with senior decision makers at public companies by answering: What are the two questions that a salesperson must address to win business from high-level decision makers?Webinar attendees will take away:1. The two questions they must answer2. Where to look to find the answers 3. Insights into a senior buyer’s mindsetPresented by Michael Higgins, creator of the Selling at the C-Levels program, has been training managers, employees and salespeople for the past 28 years to be more effective as:* Communicators* Strategic thinkers* Financial decision makers and trusted advisors for customers
Transcript of Answer Two Questions to Close C-Level Sales – or Lose the Sale! By Michael Higgins for...
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 [email protected] 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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