A sales technique for selling to CEOs: Learn to speak “executive”

by on April 9, 2010 · 6 Comments POSTED IN: Top Sales Dog
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One way to gain the confidence you need to call higher in an organization is to have a conversation about “critical success factors” (CSFs), says sales trainer Ken Valla.

CSFs are the handful of things that keep CEOs’ awake at night, and that they have to get right in order to achieve their goals. Since there are CSFs at the industry, company and departmental level, do some research first to find out what’s critical to the CEO and industry.

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You can say, “____ is a concern for many companies in your industry. Is it a concern for you as well?”

The next step is to ask the CEO about their goals (which any CEO worth their salt can easily reel off) and follow up with questions about what is critical to achieve those goals.

Source: www.wilsonlearning.com

photo credit: rogerimp

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6 Comments on This Post

  1. Anonymous
    April 13, 2010 - 3:34 pm

    Thank you. Short and simple and right to the point article, but it gives me a good idea to pursue.

  2. Anonymous
    April 13, 2010 - 3:34 pm

    Thank you. Short and simple and right to the point article, but it gives me a good idea to pursue.

  3. allenkugi
    April 13, 2010 - 11:34 am

    Thank you. Short and simple and right to the point article, but it gives me a good idea to pursue.

  4. allenkugi
    April 13, 2010 - 11:34 am

    Thank you. Short and simple and right to the point article, but it gives me a good idea to pursue.

  5. April 19, 2011 - 11:46 am

    How to Sell to CEOs

  6. April 19, 2011 - 11:46 am

    How to Sell to CEOs

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