Career Tips

Tips For Selling to C-Level

High level executives from your company can typically coordinate meetings within the C-Suites of your key customers and so too can high level executives from your competition. What about you? While you might be the daily contact person for your customer, typically it is a road filled with potholes if you try to go above the level of your regular call points. As such, others, including your competition, have the ability to impact decisions at the senior decision making level which may restrict your success.

You are able to improve your ability to access the C-Level Suites within your territory. This coaching will offer ideas for how you can bring value to C-Suite decision makers and will make you feel more comfortable interacting with such individuals. Ultimately, developing relationship within the C-Suites of your customer base will help you grow your business and develop long lasting partnerships.

These strategies are really quite simple but as the great Hall of Fame Basketball Coach John Wooden once said: “Little things make big things happen.” :Little things that make a big difference in developing C-Level relationships.

Picture the best possible relationship that you could have with CEOs, CFOs, and other high level Administrators…

What does it look like?
In the perfect world, how easy would you like it to be to schedule appointments with individuals at this level?
In your ideal relationship, what are some of the discussion topics that you would have with these individuals?

Now, ask yourself, “If you needed an appointment with your key C-Suite customers, do you have the clout needed to secure a meeting?

Is it easy for you to gain access to target customers such as the CEO, CFO or the Administrator of one of your facilities?
What strategies do you employ to help open these doors?
What is your value proposition that you use to capture their attention?
Once you get the appointment, what do you prepare for this target customer? Does this capture their attention?

Chance favours the prepared mind
How often have you heard someone talk about their career history and say something like “but that was just luck” or “I was just in the right place at the right time”?

French chemist Louis Pasteur coined the above phrase to describe how scientists need to be clear on what they are looking for if they are going to make that “chance” discovery.

So too in career exploration, where you need to have “a prepared mind”: to maximise any opportunities that might come along by chance; to generate more “chances”; to be able to judge the relevance and value to you of the opportunity…

The prepared mind has two components:

Knowing yourself – this includes knowing your values, your definition of success or purpose, your strengths, your interests and your preferences for type of role, boss/manager or workplace
Developing the skills to explore career options and navigate your career on an ongoing basis. These include curiosity, persistence, resilience, flexibility, optimism and risk-taking. Each of these is a continuum from “not great” to “I’ve got heaps of that”

What to do next?
Apply to you – Look at each skill in the list and reflect on which is your greatest strength and which is the most challenging.