Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite & Convince Company Leaders to Buy by Martin Steve

Author:Martin, Steve [Martin, Steve]
Language: eng
Format: epub
Tags: Sales/Non-fiction
Publisher: TILIS Publishing
Published: 2011-07-07T14:00:00+00:00

Conclusion

Knowledge is power, and this chapter was all about power. The power of the C-level executive will determine whether he is a consolidator, consulter, responder, or bureaucrat buying type. The more you know about the bully with the juice, the more power you have over your competitors.

You must secure proprietary knowledge about the accounts you are trying to close. You must have a coach to win a deal. Without one, you will never know the true nature of the organization and who has the real power.

Ideally, you want to develop your coach into a guide because the most effective method of meeting senior executives is for mid- and lower-level personnel to introduce you to them. This is also an ideal example of the indirect strategy—elegant, efficient, and effective. (In the next chapter we’ll discuss how to penetrate the C-level suite when the account is brand new and you don’t have a coach.)

The most important rule in all of sales is that you need a coach to win the deal. And the best coach is always the seniormost executive. Accurate information is the lifeblood of every deal, and the only way to get true information is through the use of a coach. As it is written in the book of Proverbs, “A wise man has great power, and a man of knowledge increases strength.”2

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