How to Sell to C-Suite Prospects Effectively

Posted by Anjana Sharma on October 16th, 2019

Selling to top-level executives is an art and it’s an important skill when it comes to the B2B sales. There many places offering sales training in Chennai for those who want to master sales techniques to deal with the top executives. In this article, we cover a few tips that will help you to up your game and increase the chance of winning sales with the executives.

#1 Get Access to Top Executives Quickly

Getting access to the decision-makers in the target company is one of the irritating parts of B2B sales. In many companies, the gatekeepers try to prevent the sales reps from getting access to the top executives for crazy reason. Lots of time and energy are wasted in this regard. So, it’s important to know how to get access to top executives and quickly and easily.

If your prospect is active on social media, you can connect with him there and build a rapport gradually. Linked In is an amazing platform for this. Similarly, you can also seek the help of people you already know to get referrals to your prospect. Sometimes your existing customers, friends, or investors in your own company might be able to help you.

#2 Keep Conversation Short and Clear

Top-level executives may have lots job to do and they may not have to waste time. So, you need to go to the meeting well-prepared. You should convince them why your product is important to them why they should go ahead with you. If you fail to do so, they will immediately shut the door because they don’t want to waste their time.

#3 Know the Industry, Market, and Company Well

Having a good understanding of the competition and business operation of your prospect’s company will help you to present your product more efficiently. It will also help you to look like you are expert in this and you have a good idea of what you are selling. This will create a good impression on them which will lead positive attitude towards you. So, always research the prospect’s company very well before your first meeting.

#4 Position Yourself as a Trusted Advisor

Rather than talking about your product always, you can ask the executives about the business. If you are an expert in a particular field, you can provide them your advice. Most executives would appreciate the opinions of third-parties when it comes to important decision making. You can exploit such situations and position yourself as a trustable advisor.

#5 Present Bottom Line

Top-level executives are always concerned about the output or results. So, when you pitching a product executive you need to focus on that. They are also realistic so you shouldn’t make any big claim that your product can’t offer. If your claims sound bogus, executives will become suspicious and they will lose the trust in you. So, don’t take the risk by offering bogus claims.