Selling to C-Level Executives – Podcast

Selling to C-Level Executives – Podcast

If you want to sell to C-level executives, you’ve got to do things differently. They don’t respond to traditional sales techniques and if you don’t do it right, you’ll never get a second chance.

In this interview with Scott Sylvan Bell of How To Sell Show podcast, you’ll discover what motivates executives and how to align your conversation with their motivation to speak their language.

Here are some of the highlights from the show that can help lead you to more sales:

2:15 The major reason why CEOs do not fall for persuasion or common sales tactics and how they really hurt you when selling as well as some of the best questions to ask a CEO to gather information before you even try to give a presentation.

7:35 Why you need to use influencer selling in order to get to the real decision maker and why Las Vegas is the only place where an elevator pitch really does work.

12:41 The four priority questions that must be answered before even trying to sell to executives and how to know how much of a priority the sale is. There is also a built in secret to know if the sale can even be made.

15:35 Why an executive needs to know to manage a project you are selling and how to make sure they understand how the project will work with outcomes, deliverables and payback. This story should be framed as a competitive advantage.

21:01 The problem with traditional strategies to get in touch with executives and how a book can help you validate your position, project, or product and how to use Linkedin to connect the right way with Executives.

24:30 The important reason why familiarity reduces risk and how trust is an important catalyst of gaining the sale and the one way you can get your foot in the door with Executives.

26:35 How to use a Sharpie marker in a unique way with large writing to your advantage to help close your deal using the power of consistency and trust.

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Let’s have a conversation if you think my ideas can help you find and close more customers or to invite me to speak at your forthcoming meeting. Find a mutually agreeable time at or contact me.

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