What CEOs Want to Talk About. HINT: It Ain’t Your Product.
Jeffrey Gitomer
King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author | Sales Strategies ?
Everyone tells you to meet with the decision maker. Everyone tells you to meet with the CEO.
However, it seems no one offers any advice on:
- what to SAY when you get to that meeting
- what to DO when you get to that meeting or
- what to ASK when you get to that meeting.
The paradox is that you, the salesperson, are polishing up your presentation to make it your best one ever. But the only problem with that is the CEO doesn't want to hear your presentation. He or she is busy running a business and has little time or interest in getting down to your specific offer.
HARSH REALITY: It's more than likely the CEO doesn't want to meet with you, much less talk about your product or service.
Here are the 7.5 things CEOs are interested in:
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6 年Absolutely... A great list Mr. Gitomer. Though I learned it a little differently... I was taught discussions related to Finance (rev' gen, profitability, etc.), Productivity (efficiencies, 'ee engagement, etc.), Image and Safety meant you were onto something. FIPS! Easy to remember!