Selling to Executives

Senior executives survive a steady stream of presentations everyday. These presentations come from other executives, as well as sellers at all levels. Senior execs can’t say ‘yes’ to every idea, and they don’t have the time to research every offer. When you get the opportunity to present to this top tier, you have to be able to show how your organization can serve this executive’s needs and initiatives. It’s more than good questioning and selling skills. It’s about developing your skills to engage them in a meaningful conversation around their needs. It’s also about the unique value that you can offer. Gaining the trust of senior executives will set you apart from the other sellers, and lay the foundation for a long-term, mutually-beneficial relationship.