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Why are these questions important now:The Miyagi Factor                                         %"
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Answer Two Questions to Close C-Level Sales – or Lose the Sale!  By Michael Higgins for @datadotcom
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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 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

Published in: Business, Technology
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Answer Two Questions to Close C-Level Sales – or Lose the Sale! By Michael Higgins for @datadotcom

  1. 1. Two Questions That Must BeAnswered ToWin BusinessFrom A Senior Decision MakerAnd, why you don’t already know this. !"
  2. 2. Why don’t you already know this? Skillset vs. a Technique #"
  3. 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. 4. Why are these questions important now:The Miyagi Factor %"
  5. 5. Why are these questions important now:The Evolution of Selling Are you ready for the Fifth Evolution? &"
  6. 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. 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. 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. 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. 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. 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 !#"

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