Advanced Sales Training - C-Level Selling
C-Level Selling Training Tip 4
C’s Prefer the Ones They Know, but You Don’t
Have a Relationship
Relationships are a powerful way to get
business. A
relationship will be established when each party feels the
benefits for him or her self.
C-Levels and senior executives are primarily interested
in business benefits you can deliver that serve their careers.
Deliver the benefits and secure the professional
relationships. Delivering results are thing you can control.
Many get confused thinking that social
relationships are the relationships that make deals happen.
It’s extremely difficult to establish social
relationships at the C’s and high levels.
They give you little time and are basically not
interested in them with most vendors.
So you have no control over these social relationships.
Professional results are what they care about which leads
to professional relationships, and you have control of these.
Common Situation
People Say Relationships Close Sales.
This is true, but most sales people feel a relationship
is a social connection. They then strive to become chummy which
is very tough to do at high levels.
Resulting Problem
Lots of Entertainment and No
Business
Too much time is wasted and too much money is
spent trying to get friendly.
Lower level people encourage and are impressed with
social encounters and gratuities and do this with all vendors.
In this case no one has a competitive advantage.
Social relationships at low level don’t do much good and
are next to impossible to form at high levels.
Professional relationships at both levels are easily
attainable and produce more business.
Check Yourself
Score:
4=Always; 3=Most Times;
2=Usually; 1=Sometimes; 0=Never.
-
Do you tend to invite people to lunch, golf, or
other entertainments before they buy?
____
-
Do you feel comfortable asking high
level people for information about the benefits and results
they desire personally from this purchase / project / etc?”
____
Scoring:
2
-
1
=
??
___ - ___ = ___
Negative is good;
Positive means go to this
Selling Problems &
Solutions link for a FREE E-book
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information about an 8-10 pages E-book
with tips, suggestions and actions dedicated to handling this
particular selling
problem.
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