All companies want salespeople who can sell to a high-level contact. Many ads claim you must be able to sell to the C-level. For some positions this is true but others it is a lower position in the company. The main point is to get to the right decision maker, but then what should a salesperson do?<\/p>\n
Selling Power chimes in with Don’t Make These Mistakes with Decision Makers<\/a>. The author provides 5 strong points that all salespeople should follow when dealing with decision makers. The first point is one I keep encountering in other articles too:<\/p>\n 1. Failing to prepare.<\/strong> When a top decision maker carves time out of his jam-packed schedule for a sales rep, and that rep comes in asking questions that are answered on the company\u20ac\u2122s 10-K, Web site or other public documents, it\u20ac\u2122s an immediate turnoff.<\/p><\/blockquote>\n Oh how true that is. Productivity demands are hitting all parts of the corporation which is putting incredible stress on a decision maker’s time. Information is available in multiple channels which salespeople need to gather.<\/p>\n 4. Engaging in one-way communication.<\/strong> Executive-level decision makers are \u20ac\u0153really, really tired of canned PowerPoint presentations,\u20ac\u009d says Hodge. They are immediately turned off when a rep walks in, fires up his laptop and proceeds to dump out his marketing department\u20ac\u2122s pre-packaged spiel. Instead, they want more engagement, more interaction.<\/p><\/blockquote>\n Clear communication is the balm of sales. Whether it be decision makers or sales managers, much of sales success rides on a salesperson’s communication skills. When I read #4, I immediately think of a loquacious salesperson who lacks any ability to listen. I suspect that is the real culprit behind that point.<\/p>\n Read the whole thing.<\/p>\n","protected":false},"excerpt":{"rendered":" All companies want salespeople who can sell to a high-level contact. Many ads claim you must be able to sell to the C-level. For some positions this is true but others it is a lower position in the company. The main point is to get to the right decision maker, but then what should a salesperson do? Selling Power chimes in with Don’t Make These Mistakes with Decision Makers. The author provides 5 strong points that all salespeople should follow when dealing with decision makers. The first point is one I keep encountering in other articles too: 1. Failing to prepare. When a top decision maker carves time out of… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-M","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/48"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=48"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/48\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=48"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=48"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=48"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}