You are on the phone or in person with the executive at your client company and have a few extra minutes. What do you say that’s relevant and gets the person’s attention? Promotional Consultant Today shares this invaluable framework to make that few minutes work for you, no matter the level—including C-suite.
1. Build rapport before you speak. It is easier to connect if you can make eye contact with the client, so welcome everyone and then make eye contact again when you answer questions. Although many sales professionals say they are not comfortable doing this, it has many benefits. Who can resist your friendly smile? You will look more confident, and it is tougher to say no when you are looking right at your prospect.
2. Be prepared and get to the point. Remember, with an executive you need to be clear, concise, credible and able to articulate the bottom line of your message. The higher up the corporate ladder you go, the more quickly you need to get to the point and demonstrate value. As counter intuitive as it may seem, the less time you have in which to present your case, the longer you will need to prepare. You may have friendly chatter with the team before you get to business, but with the executive, every second counts. Be polite, respectful and get to the point quickly.
3. Remember, you are not alone. Speak on behalf of your leadership. This way you can feel you are making a connection with the position, even when you are not holding that position yourself. You will discover that this technique adds to your confidence.
4. Remind the executive that he or she has already made a wise decision by doing business with your company. Your client company has already researched your company and is comfortable enough to make you a vendor of choice. What you are proposing is just a logical next step.
5. Make heroes of the team you are working with. These are your internal champions, and although they may not make the ultimate decision, they certainly have influence and can sabotage your sale. Your job is to work closely with the team or champion who will give you information. Do your research so that you are on target with your questions about their company and the approach the executive will most likely respond to.
When you have to deliver an executive overview, be clear and concise and sound credible. When you adapt this framework to your situation, you will get results.
Source: Patricia Fripp is a Hall of Fame keynote speaker, executive speech coach, sales presentation skills, and on-line training expert. She is also a subject matter expert for Continuing Education at XTRACredits.