How to Sell to CXO's
This weekend, I had the pleasure of talking to Rishi Dhawan, Managing Director, India, and APAC, ValueSelling, which offers sales training and consulting, helping businesses boost sales and revenue through value-based strategies.
Rishi specializes in two key areas: selling to CXOs and creating value in competitive markets. He provides expert training in these domains, empowering businesses to excel.
While there were many things that we discussed, this one is definitely worth sharing!
Rishi: According to Gartner, nearly three-quarters of buyers prefer a rep-free experience, and according to Forrester, they lean towards low-risk solutions over ideal ones.
Vinay
How do we sell to C-Suite Executives?
Rishi
I believe selling to the C-Suite is where the real game lies. You’ve probably seen many sellers feel intimidated by it, but don’t let that be you. Here’s the thing: you don’t have to be on the same level as an executive to become their trusted advisor.
1. Selling to C-level buyers gives you an exclusive behind-the-scenes view. You need to understand the business challenges hampering the company’s goals and show them how your solution can make a real impact. And guess who has the best understanding of the high-level strategy and its hurdles? The very executives who created it.
2. Getting an introduction from the C-suite can do wonders for your credibility, trust, and rapport with key stakeholders throughout the organisation. It’s like having a VIP pass that opens doors for you.
The bonus here is that the sales cycles tend to be faster when dealing with C-level executives. They’re paid to make quick decisions, and they want better solutions ASAP. So, shorter sales cycles can be expected.
Another interesting fact that is share-worthy is that around 80% to 90% of tech buyers already have a list of preferred vendors in mind before they start researching. And guess what? About 90% of them end up choosing a vendor from that very list. So, making the cut from day one is absolutely crucial!
This brought us to the last and final question.
Vinay
Is it possible to establish yourself as the number one choice for buyers from day one?
Rishi
If you want to make sure you’re their top choice right from the start, I’ve got some tips for you.
1. First off, be a proven performer. Show them what you’re made of by delivering exceptional results for your current customers. When they see your track record of success, they’ll be more inclined to choose you again and again.
2. Next, focus on enhancing the quality and quantity of referrals. Once you’ve closed a deal and made your customers happy, don’t be afraid to ask for referrals. You might be surprised at how many satisfied customers are willing to spread the word about your great work.
3. Finally, revamp your website! Make sure it’s easy to navigate. A clunky, confusing website is a huge turn-off for buyers. You want them to have a seamless and informative user experience when they’re searching on your site. So, keep it clean, organized, and user-friendly.
Our heartfelt gratitude to Rishi for sharing his invaluable insights with us. His expertise will definitely help elevate sales approaches and achieve remarkable success. Thank you!
