How To Make Your Year-end Numbers
Year-end is in sight.
Are you on track to make your year end numbers? What's the quickest way to accelerate the sales cycle and to make sure you're reaching the right decision maker in the right way. How do you jump the hurdles to get a "yes?"
Facing The Executive Decision-Maker
You've gotten the first appointment with that hard to reach executive. You've done your homework, and you're prepared to make a presentation. You've learned it's not about reciting features and benefits, and you've given some serious thought to how you can help your client with his issues and concerns. You want to be fully prepared in order to get an agreement to meet again.
80% of sales presentations are tailored to appeal to only 30% of decision makers.
How do you prepare for the first meeting -- and get the next one?
Many salespeople think that persuasion is all about showing, telling, explaining and instructing so their presentations sound canned, regurgitated and phony. But remember, it's not about you. One reason meetings with executives tend to be non-productive is that the salesperson involved is unable or unwilling to understand the executive's style of decision-making. You are much more likely to get the result you want when you can forget your own perspective and replace it with that of the other person.
There is no silver bullet, no magic formula -- a cookie cutter presentation will not work. How can you tailor your approach to match how the executive wants to receive information?
