After taking part in our recent Sales Training Webinar, Engaging the C-Suite Executive, participant Michele Anderson of Safemark Systems asked me this question:

“How do you handle a C-suite executive when they think they should be talking with other C-Suite executives at your company, and therefore view you as a low-level employee?”

Turn this into an opportunity, Michele. I think it’s great if a C-suite executive wants to meet the C-suite exec from your company. Make it happen!

YOU must be the one to have the initial meeting

Tell the C-suite executive that YOU are meeting with her first, because you value her time and want to best understand her company’s current…

I recently presented a sales training webinar entitled Engaging the C-Suite Executive, which generated a ton of interest.

One of my sales coaching clients, Homero Herrera, President of Latin American Cargo recently began cultivating a new prospect. Homero reached out to me:

“I get the feeling my prospect is interested, but we haven't made any progress to date. He has been receptive throughout all our communications. Finally we have scheduled a telephone appointment for tomorrow afternoon. How would you approach this conversation? Any questions that come to mind?”

In these situations, your first impulse might be to ask, “How can I help you?” or “What can my company do for you?” But that isn’t always the best place to start, because the prospect often doesn't know! You’ll come across like an uncertain customer wandering into a store, with a supercilious clerk coming up to you with a haughty “How can I help you?” If you ask a sophisticated C-level executive this question, you risk shutting down the conversation altogether; the C-level executive will show you the exit or quickly dismiss you over the phone.

After his participation in our recent sales training webinar, Engaging the C-Suite Executive, participant Jack Dacat of Osteotech asked me:

“What is the best question or topic to get a C-suite executive to open up? Do most complex C-suite executive selling situations require 5 to 6 touch points?”

Yes, they do! One great touch point is to leverage the C-suite executive’s assistant, or an insider, such as a valued and successful employee who has the C-suite executive’s ear. Appeal to their emotions by bringing up frustrations you know they must be experiencing. Consider the following over a course of multiple touch point meetings:

In a recent coaching session, we emphasized that up to 50% of the outcome of a major sales call is determined before even one word is exchanged — depending on the complexity of the account. The fact is, great salespeople bring value on every sales call. That’s because they plan and strategize their key accounts.

Good salespeople think about multiple plans. In fact, they’ve done their homework and have already figured out Plans A, B and C before they even walk in the door.

Here are 5 ways to be more prepared for an upcoming sales call: