From the course: Selling to the C-Suite
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Establish credibility
- I'd like to ask you a simple, but very important, question. Do you sell a product or a solution? If you answered solution, then I have a very important follow up question. What's the definition of a solution? Now if you said something that solves a problem, you get a prize. But here's the issue. Most salespeople think they're selling a solution, but the reality is they really only talk about their product. Now in order to make an impact with the C-Suite, you have to be an expert at their problems, the cost of not solving those problems, and then how your product serves as a solution to those problems. If your customer doesn't believe or agree that they have a problem, guess what they're not looking for. That's right, a solution. Being perceived as a credible problem solver means your customer perceives you as knowledgeable, skillful, and capable of solving those problems. So how do you ensure that you drive that perception? Step one, understand exactly what your customer is trying…
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