Selling at the Executive Level: A White Paper

Adobe PDF ebook $29.00

Introduction

No salesperson begins a career and is instantly perceived as a trusted adviser by senior executives in client organizations.

The ability to call on client executives and quickly develop a trust based relationship is not something that is easily accomplished by most salespeople-even experienced salespeople.

Developing that kind of unique relationship requires a combination of dedication, preparation, practice and persistence. It's a skill that also combines versatility and flexibility in his typically honed and developed over a long period of time.

The compelling question then becomes: As a salesperson, how can I shorten that learning curve?

In this white paper you'll:

• Find out why selling at the executive level is so important but paradoxically, why professional salespeople are reluctant to call on senior client executives.
• Discover why it's critical to identify the relevant executive for the sales opportunity in the best way to gain access to them, a somewhat executives have said.
• Learn how to best prepare for that critical first caller client executive, using tools and techniques that are at your disposal today.
• Discover why, when meeting with executives, positioning your company's value is more important than revealing the details of your products or services.
• Learn what you can do to quickly become perceived as a trusted adviser to executives, thereby securing return access to them.

 

Selling at the Executive Level: a White Paper
Table of Contents

 

Executive Summary
Background
Why Is Selling at the Executive Level so Important?
Levels of Business Relationship
Why Don't Salespeople Call and Senior Client Executives?
Addressing the Challenges
Gaining Access to the Relevant Executive (for the Sales Opportunity)
Learning about Your Clients
Becoming Perceived As a Trusted Advisor
Mitigating the Risks of Interfacing with Senior-Level Client Executives
Questions for Sales Managers and Executives

 

 

Charts

 

Figure 1: a View of the Levels of Business Relationship
Figure 2: Different Perspectives
Figure 3: Learning about Your Clients
Figure 4: Components of Credibility
Figure 5: Steps in Establishing a Relationship with the Relevant Executive

 

Excerpts