CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group.
But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.
On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast. Find our show notes at http://www.getinthedoorpodcast.com
What's your offer when selling to the C-suite?
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“If you struggle with opening meaningful conversations, the answer is within this book. Steve delivers real techniques—no tricks—that work in today’s marketplace. Successful salespeople are defined by applying these answers.” —Scott P. Plum, Founder, Minnesota Sales Institute, author of Taking Off Into the Wind
Shannon Goodson and George Dudley wrote a book several years ago called, The Psychology of Sales Call Reluctance. They interviewed over 11,000 sales people.
Here is what they found:
- 80% of all new sales people fail because of Call Reluctance.
- 40% of all veterans stop prospecting because of Call Reluctance.
- You will make 5 times less money because of Call Reluctance.
As you can see by the statistics above, sales call reluctance is a huge problem. Steve devoted many years helping salespeople solve this Major issue. Check out Call Reluctance Transformer and learn the 14 Keys to transform your Fear into Confidence.
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On today’s show, Scott and Bill will discuss the strategy of “Selling to the C-Suite”, and much more including:
- Get the meeting
- Be prepared for the opportunity
- Have something to offer to them
In our book study this week we are discussing Chapter 11, How to Turn Defeat into Victory, in the book The Magic of Thinking BIG by Dr. David J. Schwartz.
This week's Sales Nugget: Remember, there is a good side in every situation. Find it. See the good side and whip discouragement.
This week’s Sales Quote: “Success is not final, failure is not fatal: it is the courage to continue that counts.” – Winston Churchill
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Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com
- Book study: The Magic of Thinking BIG. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Blog – Selling to the “C” Suite – CLICK HERE
- Blog – Failure puts you one step closer to Accomplishment – CLICK HERE