In this video, you'll learn what to say and what not to say about your customers. You'll also discover how to take your boss on a sales calls, and when to involve your boss in the deal.
- What do you do when you get senior leadership face time? Well, the most important thing is to position yourself strategically instead of just as a pitchman or a pitchwoman for the company. What do I mean by that? When you're with a senior leader, don't limit the conversation to your customers or your sales. You also want to talk about the strategic direction of the company. You want to lift the conversation to the level of you leader. Now, let me tell you about one of the best ways to do that.
Ask your senior leader if he or she would be willing to meet with the CEO or a comparable senior leader in one of your accounts. That positions you really well because it enables you to have a strategic conversation in front of your leader and a leader in your customer. So, when you get into that call. Let's assume you get it, your leader says yes, you get it scheduled with the customer. When you get into that call, one of the things you want to make sure you do is know what's happening in their business.
This means you have to have done your homework. You need to know what the goals are for that organization. Not what their purchasing plan is in terms of dealing with you, but what are the longterm goals of that organization. And you want to set your big boss up to talk about that. So here's an example. One of our clients sells medical equipment. If their rep sets up a call with his boss and a hospital CEO. They don't want to talk just about products, they want to talk about where does that hospital want to be in two years, five years.
What are the most compelling issues that are creating problems and opportunities for that hospital? Now, they want to do that with the head of the hospital and the head of the sales organization. Why does this matter? Because that conversation cements the relationship and you as the sales rep, if you're in on it, will be able to use that information on every single sales call you make in that organization. Now, if you can't make a sales call with one of your senior leaders, makes sure you speak to them at company functions.
A lot of times people shy away from this. Don't. When you are talking with a senior leader in your firm, you want to have a great combination of things that you discuss. One is client impact. Again, not "Here's my sales numbers." But here's the kind of difference we're making in the lives of our customers. And then you want to link that to your organization's strategic goals and the profitability of the organization. Here are a couple watch outs. Don't feel like you need to be the one who fill the senior leader in on reality.
A lot of times sales people feel like they need to tell the senior leader what it's really like in the field. Now, you don't want to ever cover things up, but you also don't want to be the person who has that negative conversation. Also, watch for the social cues. Pay attention to the way they dress and look at the social nuances because you do want to be your real self, but you also want to be the best version of yourself. So when you interact with a senior leader, be smart, be strategic, be concise and be passionate.
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Selling with noble purpose
- Sales as a fast track to leadership
- Making the first call
- Avoiding sounding scripted
- Recovering from a bad call
- Working with your bosses and senior leaders
- Networking and being coachable