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
What are the strategic benefits of the solution?
Why should they replace vs repair?
How does their thinking vary based on:
- whether the building is occupied by:
– the owner, or
– tenants – gross vs triple net leases
Will this help my relationship with tenants?
The Science – Selling techniques
Concepts to learn:
Tenant Occupied:
- How tenants benefit from your services
- Why understanding property leases is critical
Owner Occupied:
- How tax benefits reduce costs by 21%
- How to emphasize strategic benefits
Critical selling techniques – meeting with the C-Suite:
Selling techniques when meeting with the C-Suite:
- Provided for both preventative maintenance and projects, and
- Customized for both Owner and Tenant Occupied.
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:
- Show projects using their language
- In a format they prefer, using their language.
