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:
What are the strategic benefits of the solution?
Why should they replace vs repair?
How does their thinking vary based on:
Will this help my relationship with tenants?
Selling techniques when meeting with the C-Suite:
Details showing more about the Art and Science of Selling to the C-Suite are shown in the summary of our Full Boot Camp below.
For both Owner occupied and Tenant Occupied – use EnFlux’s Sales Tools to:
EnFlux’s Sales Tools are designed to help tell your story and close more projects.
They were created specifically for positioning project benefits in the language and format preferred by the C-Suite.