The Right Way To Talk To C-Level Executives | IEC LLC

 It can be difficult to connect with senior leadership. Here's how it happens.

Whether you are an experienced sales pro or a new hire in your first week on the phone, it can be difficult to connect with senior leadership. They, like you, want to build and maintain deep relationships with customers and vendors, but it can be tedious to find your way into their schedule.

It can be difficult to get valuable facial time with a busy, C-level executive, not impossible. And once you get there, there is a kind of code to extend your time with them. The good news is, the code can be cracked - you just need to know the combination!

Whether you are on the line with the decision maker during a cold call, or you are presenting them a full pitch in person, these tips are important for engaging with the men and women of the C-suite in your discussion.

Leave the Discovery Question at The Door:

The fastest way to remove time-poor decision-makers is to not show them your homework. C-level executives should not be associated with a Minute, especially if you are asking questions that quick research cannot answer.

Talk directly to their pain points and demonstrate that you have knowledge about their business, industry and how you fit into the equation. You've met them in their office (or on the phone), so don't lose them by coming unprepared.

Before picking up the phone to talk to senior leadership, you should already know:

Who their competitors are

What their competitors are doing

What industry's leading competitors are doing

What does the regional market in their industry looks like

How their business operates

What are their biggest challenges, opportunities etc.

Of course, it is okay to ask clear questions in your meeting, but decision-makers want to know what new insights you have to offer and what opportunities you see. Come prepared above all else with that information.

Draft Talking Points That are Goal-Oriented:

Do not fall prey to an easily avoidable problem. When you come under prepared for a meeting, you risk it. Coming as critical and unfocused to his prospect.

Winging is never a good idea, but in the C-suite it can be frightening. Being unprepared shows a lack of respect for executive time. Instead, draft an agenda that speaks to the general talking points on their goals for the meeting. This allows you to direct the conversation towards your ideal endpoint. Keep your meeting on track with relevant points that move the discussion forward but remain focused. This is just the way any decision maker wants to spend his or her time: addressing problems with real solutions and moving forward once they solve those problems.

Become an Active Listener:

Officers are respected, and that means when they talk, you listen. Difficult. Don’t wait until they take a breather to toss a few buzzwords into the mix - this is the kind of pushing sales strategy that will get on your prospect’s nerves. Offer your respect in the form of silence and deep thought.

When you are truly listening, you have more opportunity to be flexible with your speaking points, meaning they seek opportunities to address an issue that you raise that may not be a rehearsal for you. If you steamroll the discussion, you're not only dissolving your best chance to keep pace with your prospect (and the risk you're getting as much as you're doing so), but you learn about their real concerns. And would be ignoring the opportunity to address them.

Remember: You are CVO (Chief Value Officer):

Keep in mind that, when you are negotiating with the CEO, you will be the CVO - Chief Value Officer. Your job is to lend value to the conversation and deliver value in the form of industry insights, improved processes, streamlined communications, enhanced customer relationships, and more. Whatever product or service you provide, it is up to you to show your prospect how you can add value to their business.

Stay in touch with us at International Executive Consulting LLC if you want a true force then step up and create qualified sales opportunities for you ... practically on demand. This is what we do, we have just put your sales team in front of the right people & the right position!