Advanced Sales Training - Selling to CEO's and Other C-Levels

C-Level Relationship Selling
3 Steps to Handle the “Too Busy” Selling Objection

How many times have you heard the executive who’ll make the final decision is too busy to meet with you?  C-Levels and top executives have so many things to do.  Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final decision.  It’s not to say that C-levels and other executives aren’t busy.  However, if this sale is a go project, it will affect this C-level and his status with the company.  Therefore, he will want to know what’s going on to be sure his expectations are going to be fulfilled.  He will make the time before he decides and someone will be delivering the information.  That someone should be you.

So too busy to see you is an excuse.  Someone is blocking you.  That is, keeping you from getting to this C-level executive for their own selfish reasons.  You need to be there to learn, understand and promote your cause to win-over this C-level leader.

Here’s how to prepare you for this common situation.

For your next prospect or bid ask yourself:

1. How and where will the chief executive get enough information to make an intelligent decision? 

2.  Then ask your contact or someone on your Golden Network how she will learn about your offering?  I.e. In a staff meeting, a special presentation, from a trusted subordinate, or from you, the sales person? 

3. Test your contact’s knowledge of the decision criteria.  Ask:

   1. “What is the C-level’s business reason for buying of doing the project?”

   2. “What questions will s/he be asking you about your recommendation?” 

   3. “What are her fears, worries, concerns? What specifically will resolve these?”

   4. “Who will be held accountable for success or failure?”

   5. “How will the chief decision maker measure success or failure?”
      

These answers will determine whether or not your contact really knows what’s up or is just winging it.

4. Ask yourself:

   1. What’s important enough for an executive to make time to see you?

   2. Why would this top level person want to see you?

   3. Who can tell you? 

   4. Who can help you get into the exec’s schedule?

As an Example

I was asked to make a presentation for a sales consulting contract.  I wanted to talk with the CEO to learn what he wanted to hear in the presentation, and I was told by the training coordinator that he was too busy.  However, having met him previously through someone in my Golden Network, I called his admin and asked if I could talk with him, by phone, about his expectations of the meeting.  She put me through to his voice mail where I left the same message.  He called me back and explained his concerns and what he wanted me to cover.  So I prepared my presentation for the meeting around what he told me.  After the meeting, he told me privately I had the contract because he felt I really knew what he wanted and I showed him how he could get it.  He then canceled the competitor’s presentations.  Had I not been persistent in talking with him before the presentation, I could have been off the mark and not very convincing.

And now I invite you to learn more.

Bonus Tip:  FREE E-book  Getting Past Gatekeepers and Handling Blockers .  If you can’t get to the powerful decision makers, you’re depending on your contacts to do your selling at the high levels.  The problem is you won’t know what they say, if they say anything at all. 

Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales.  His hands-on coaching turns individuals and sales organizations into selling whirlwinds.  Sam’s selling awards and $ Million sales  recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention.  Follow Sam’s C-Level Selling Blog for more insights.   Sign-up for his free Selling E-Zine. 

Call Today for More Information 1-866-Sam-Manfer or Send an E-mail Now!!

Just click mailto:sam@sammanfer.com

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