Selling to the C-Suite is a bit of an Art and a Science.
Just like any other buyer, the C-Suite’s attention must be captured when first exposed to an efficiency project. To do so, you must first understand their mindset. This is the Art.
Once engaged, specific selling techniques are deployed showing exactly how the project solves the company’s problems. This is the Science.
Let’s look and the Art and Science as it relates to efficiency projects:
The Art – understanding their mindset
Is this project a “strategic” investment?
Why should they repair vs replace?
How does their thinking vary based on:
- industry segment,
- whether the building is occupied by:
– the owner, or
– tenants – gross vs triple net leases
Should I meet the sales representative?
The Science – Selling techniques
Concepts to learn:
- Project Benefits Summary is essential
- Property leases: critical to understand.
- Tax benefits – they can be substantial.
- Why you should always offer financing.
Critical selling techniques – meeting with the C-Suite:
- How to engage them at the outset.
- DO NOT make it a technical presentation.
- How they want to see the numbers.
- Emphasize more than just savings:
– Business Risk Mitigation
– Project Upside - How to handle their objections.
We provide training in the Art and Science of selling to the C-Suite in a Boot Camp consisting of two 1/2 day sessions. Learn more.
