Ever notice how certain people get along better than others. Each executive has his or her own chemistry. You must match yours to theirs or they’ll feel uncomfortable answering your questions, which also mean they’ll never believe what you say.
Today’s sales nugget from my book Take Me to Your Leaders, helps you identify C-Suite executives chemistries for engaging so you can match yours to theirs to establish instant rapport.
4 Key Gauges for Interaction
- Pace – Does s/he speak quickly or slowly?
- Results – Is her description of issues / wants detailed or in general terms?
- Social – Does he talk one-on-one, or does he bring a group?
- Risk Tolerance – Does he want a solution that fixes the problem(loss avoidance) or an alternative that takes him to the next level (gainer)?
Observe your executive when he answers questions, and you’ll be able to gauge him. Then adjust your gauges to his chemistry. He’ll feel comfortable with you and listen and trust what you say.
As An Example
During an interview with an executive, he talks quickly, in broad generalities, with his two VPs present, and his main concern is that it better help them beat competition.
Your presentation to him should be with your team in front of his associates to offer the facts quickly, and boast about all the great things it will do for them; forget explaining the specific details of how.