Selling to high-level decision makers is challenging at the best of times. However, it can be simpler in case you understand a few business principles.

C-level decision makers are paid to improve their business results. Irrespective of how the media portrays these executives, their primary concern is to improve their business. This includes increasing sales, market share, customer loyalty; reducing costs, errors, or worker turnover; improving productivity, worker engagement, customer support, etc.

C-level decision makers deal with changing priorities. Improving customer engagement could be a top priority today but tomorrow that executive may be faced with cutting $250,000 in expenses. That means they sometimes go icy after expressing preliminary interest in your solution.

How does your product, service or solution address of these issues?

C-level decision makersare very busy. The average executive arrives early in the morning & stays late in to the evening. They get dozens of calls every day, get lots of emails, & attend lots of meetings. This means that you need to maximize every minute you have when you connect with them. This is applicable to phone conversations & face-to-face meetings.

Do you have a strategy in place to keep your solution current?

C-level decision makersrely on others. Contrary to popular belief, these high-ranking big-wigs seldom make decisions on their own. They often defer to other people on their team & ask for feedback from peers and/or subordinates. This means you need to involve these people in your conversations & include them in the decision making method.

Do you know EXACTLY what to say when you connect with these individuals?