Selling crack to Executives (Top 5 things to do)

The title sums up the best way I can describe the situation that many of the account managers I have come across are in. You have a list of “players” that could turn your business around or make you the next salesman of the year. Many dial for dollars, get the person on the phone after telling the gatekeeper your a tax auditor looking for Mr. Smith and the next thing you know the pitch comes flying out and the call is over.

I look at those failed attempts and begin to think it would be easier to sell Executives crack.

Lets look at the top 5 things you can do to have a better success rate with the C-Level crowd.

1. Cardinal rule, call early in the morning or late in the afternoon. Such a basic thing to know as an account manager but how often do I see someone trying to reach an Executive at 6:45am or 6:30pm? Not often enough! You all know this rule but you become to impatient and call right after lunch. It could take you 30 days of trying on off hours but sooner or later you will have your chance. Wake up early or slide that call in from your cell phone while your kids are at soccer, just make sure you do it!

2. Do your research. Integrate things you learned about the business or individual into the call, this will make the prospect pay attention to what your saying. No one wants to listen someone that doesn’t know what their talking about.

3. Make sure your product or service can do them some good before you even waste a call. Take an issue they have and convey it so whatever it is your selling will have some value to them. The more it effects the person your calling the better chance you have of succeeding.

4. Don’t rush off the phone. Do not believe that just because you cold called them it means they want to get you off the phone. I equate it to when I was learning to snowboard, my body always wanted to fall even though I didn’t need to. It was the mind making me weak as it already was planning my failure. I had many chatty Executives go on and on so keep them on the line and talking about relevant information until you have accomplished your goal.

5. Be bold. I rarely meet a C-Level individual that is really shy. These are high powered people that will eat your lunch in a heartbeat. Now I am not talking about being cocky, arrogant or slick, just tell it like it is without all the slimy talk. Be strong and powerful with your statements and you will not only gain respect but you will have someone listening. Meek people do not well in sales.

Do you have some other tips? Post up a comment.

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