Selling to C-Level

Selling to C-Level executives can seem intimidating, but it doesn't have to be.

Yesterday, one of the guys on my team asked me to help put together a presentation for a C-Level prospect, so I thought I would share my process with you as well.

Let’s start with addressing the big fear, “Executives are scary and harder to pitch to.” That is simply not accurate.

They are busy.

Busy people do not have time to waste listening to stales sales pitches. They want to see clear value and benefits, hard data that backs up your story, and a solution that clearly solves a pressing challenge.

• Fancy sales pitches and promises of being amazing don’t mean anything to someone who has heard it all 10,000 times before.
• Avoid PowerPoint slides showing all the awards your company has won from random studies. No one cares. Instead, focus on what your company does best and how your solutions solve a specific problem for the prospect.
• Don’t worry or talk about the cost. Long-term partnerships with customers are like a marriage. No one gets married based on the cost of the wedding.
• Keep your message and solution simple and focused on 1-3 key areas. A lot of times salespeople try and explain everything their company sells, which is just an overwhelming amount of information, and leaves nothing memorable for your prospects to act on.

Simple Sells.

C-Level is no different here than anyone else. Your process is the same if you are selling corporate event planning to Human Resources, toilet paper to the janitor, or a 7-figure software application to the CIO.

What specific headache is this person likely dealing with, that your solution solves? Name one right now in your head.

Write it down.

One powerful solution that solves one powerful issue is all you need.

Complex promises of greatness will never be as effective of a selling tool as eliminating a headache.

Are you ready to simplify your approach to selling to C-Level executives?

What headache does your solution solve? Share what you wrote down in the comments, and join the conversation.

I hope you enjoyed and found this article to be useful and encouraging.

Sharing or commenting really helps add extra visibility to your network, which I really appreciate.

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