Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. You move from vendor to preferred supplier.
This is a five part series to provide an overview of how to attain these 5 critical elements. The full version is linked to each blog posting. If you can’t wait for the postings see Selling at the Executive Level at www.relationshipselling.info
Part I - Purpose
Top dollar sales people know there is a real purpose for being positioned at the top. Budgets are allocated there. Funds are released there - with or without a budget. Any changes to operations, systems or procedures are usually initiated there and are always approved there. Committees bring their recommendations for vendor selections there for approval.
Always ask yourself or your sales person, “What would happen to your chances of being the preferred vendor if your competitor gets there and makes a positive impact?” This should eliminate any doubt about purpose.
For the full version click Relationship Selling at the Executive Level Is Critical to Selling Success.
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