I know that this discussion point is controversial and that the most will say, when reading this “I know that” ……but believe it or not, I will still write it: Prospects will buy to solve their problems, fulfill their needs and wants , not yours. What might be your problem, need and want? To make a sale, earn a commission, win a contest, earn a bonus, keep your job, pay your bills, get a promotion, or look good to other people. Now you can say it…..“I knew this”! So why do I write this? Because so many I meet have challenges selling at CxO level:
• understand the value based buying process
• recognize the members of the decision making team
• understand the executives’ business needs and wants
• identify business issues as seen by different types of CxOs
• have the insight into business models – and how to exploit them on executive level
• understand important aspects of sales psychology in the decision making process
• be acquainted with superior ways to build and maintain strong CxO relationships
• structure a Product/Solution presentation or proposal targeting CxOs (not talking product and/or solutions)
• compose a Product/Solution value statement targeting executives (which has nothing to do what the Product/Solution is or can)
That is why I actually believe that it could be nice to hear about the selling to CxOs methods and approaches the different use in understanding their challenge, need and or want.
I truly look forward to read the discussions and hear your approaches.
Regards – Mark von Rosing
