From the course: Selling to the C-Suite
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Gain confirmation of value clarity
From the course: Selling to the C-Suite
Gain confirmation of value clarity
- Gaining confirmation of value clarity will help redefine the close within the C-Suite conversation. So you've earned the right to be considered a trusted advisor in this process. It's time to look at closing in a different way. The truth is, consultative, story-based and problem-focused selling really has no competition. Now I understand that changing the way you deliver the C-Suite conversation might cause a little anxiety. Heck, we know that public speaking in general can be frightening. I'd like you to picture yourself standing in front of several of the most crucial C-Suite decision makers at the most significant account that you work with or are trying to work with. You've had this meeting on your calendar for six months and you only get one shot to make it count. How are you feeling? Your cortisol is high, revealing to you the internal stress that you're experiencing. Your subconscious mind is simultaneously scanning the room, looking for body language clues, while at the same…
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