In today’s environment, we have to stop acting and looking like beggars with briefcases and begin to recognise that the name of the game is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers.
In today’s environment, the best salespeople call on the decision makers-presidents and CEOs. Why? Because presidents and CEOs don’t have budgets. They make budgets. To connect a president or CEO of a company, you need to present yourself as having equal business stature. You need to learn to sell the way a CEO sells. You need to read their books and use their techniques. The only way to blot out your competition for good is to be in the ear of the CEO or president and become one of their trusted advisors.
Now stop and count. Of all of your prospects, how many are you calling on at the highest level possible? If zero, expect to fail or have an excessively long sale process.
The two most dominating thoughts for a salesperson are:
- I am the CEO of my business.
- I absolutely believe my product or service, along with my expertise, can make a difference in your business.