7 Important Things When Selling to Executives

When we’re dealing with senior level decision makers we need to assess what their core driving motivators are and then customize our pitch to fit those drivers (if we have a true fit of course). No two people or organizations are alike but here’s 7 common things that senior decision makers are looking for:

? Raising Revenues: Show them how their overall volume can be increased. In other words, an increase in sales. They know that an increase in sales means more profit if the expenses are well managed.

? Increase Efficiency: They want more return for their money invested. If they can see that their staff and management will become more efficient, or their equipment or other capital and human assets will be more efficient than the chance of their buy-in is higher.

? Keeping Shareholders Happy: Keeping the Shareholders happy means that you are showing them ways to improve the value of the company inturn improving the value of the shares, or returning a bigger profit so that larger dividends are declared and paid to the Shareholders.

? Lowering Cost Of Production: Again, more logical, linear, left brain appeal to the top level decision makers. Lower costs equal better margins, which means better profit.

? Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase Market Share. Also gaining a bigger share of the average client’s or customer’s wallet (spend) is also increasing market share to them.

? Higher Return On Investment: Can you show them how they will get a bigger return on their investment for the money they invest in your services, products, ideas and concepts?

? Dealing With Market Changes: A sudden down swing in the economy, a new big competitor grabbing market share, a sudden market switch to a new technology, a new way of doing business, new government regulations that affect them adversely, a major change in consumer behaviour are all examples of market changes that corporations have to adjust to and capitalise on.

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