How many sales have you lost because your competitors had connections with senior management and you did not? How often did you find out that the purchasers you had been talking to did not have the power to make the final decision to buy? The hard truth is that many times it is difficult to get senior management attention and connect your products and solutions to their priorities and business agendas.
Initiating and developing relationships with executives requires more than getting in and presenting your sales proposal. Below are 5 simple strategies that you should follow to engage senior management and increase the value you bring to them.
1. Create “Positive and Winning” Mindset.
Many salespeople have a wrong believe that senior managers would not see them because they are not on the same level with them. Indeed, salespeople need to portray that they are able to help them to accomplish their goals. Therefore, you have to project the image of you managing a key value creation project and the company that you approach should listen to what you have to offer.
2. Create Relevancy for the Senior Management.
To connect the product that you are selling with the company that you approach, you have to create relevancy by looking at the company business plan on which you can deliver an impact. Salespeople must recognize the senior management’s priorities and zoom into it. The common priorities are such as cost-conscious, quality-conscious, competitive-conscious and so forth.
3. Create the Incentive to Change.
Always develop “value assumption” in senior management mind through increment of perceived value of your products. By doing that, senior management are more than willing to listen to your proposal as it will provide incentive and positive impact towards their business.
No comments:
Post a Comment