Answer Two Questions to Close C-Level Sales – or Lose the Sale! By Michael Higgins for @datadotcom

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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 …

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 answer
2. Where to look to find the answers
3. Insights into a senior buyer’s mindset

Presented 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

More in: Business , Technology
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Transcript

  • 1. Two Questions That Must BeAnswered ToWin BusinessFrom A Senior Decision MakerAnd, why you don’t already know this. !"
  • 2. Why don’t you already know this? Skillset vs. a Technique #"
  • 3. Two Questions that must be answered towin the business of a high-level publiccompany decision maker 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? $"
  • 4. Why are these questions important now:The Miyagi Factor %"
  • 5. Why are these questions important now:The Evolution of Selling Are you ready for the Fifth Evolution? &"
  • 6. Why are these questions important now:The Fifth Evolution 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. "
  • 7. Senior Decision Maker Question #1:How does this product or service supportmy strategic objectives?"Strategic Objectives: The big-picture, often enterprise-wideconcerns of every senior manager that guide their day to dayactions and decisions. Closely aligned sales pitch = Trusted Advisor. ("
  • 8. Senior Decision Maker Question #1:How does this product or service supportmy strategic objectives?"Where can you look to find this information:!! CEO Letter in the Annual Report!! The 10K Report!! Management Presentations )"
  • 9. Senior Decision Maker Question #2:How does this product or service impactmy key measures?"Key Measures: Compare two or more of the raw numbers from acompany’s financial statements Key measures tell a story. !*"
  • 10. Senior Decision Maker Question #2:How does this product or service impactmy key measures?"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) !!"
  • 11. Three Free Resources from Selling at the C-LevelTo 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 teamSend an email to kathy@sellatclevel.com andask for the resources that you want: one, two or all three !#"