A Step Ahead
with
Skip Miller
 
August, 2008 Vol 2, Issue 8
What are you doing to meet
 the
EXECUTIVE DECISION
MAKERS?
 
Today's business solutions are more complex and have far more impact on the future than ever before. Senior level executives are more often than not involved in evaluating and assessing the issues and the options available. What are you currently doing to meet the executive decision makers? 
 
 
Finding and connecting to the decision makers is a common problem for sales people. Some of the best solutions are often watered down, and weakened, if and when they make it to the executive decision maker. The key is to connect to the executive's critical business issue.

Strong contacts are made in organizations and salespeople develop a sense of security with their company contacts that have relayed their solution to the decision maker. In today's highly competitive marketplace, change is guaranteed and issues such as centralization, globalization and consolidation are causing decisions to move to higher executives. Salespeople can no longer depend on a single contact to transmit their message to the decision maker, they must create conversations with the decision makers by translating value. 

Competition is tight and it is easy to become complacent with what is perceived as a strong relationship at the operations level while your competitor is in the executive suite. Familiarity with your customer can create a false sense of security and allow you to understand less about your customer than your competitor.

When working with your customer's organization, it is natural that you would interact at all levels to understand the impact your solution will have on the organization. Build the relationships at every level but make sure you know who makes the final decision. Don't allow yourself to get involved in company politics leaving you with someone that has no influence on the final decision. 

When working with executives and senior managers, solutions must relate to revenue. They want to ensure the business's stability and growth. They care about market size - how big the market is that they are going after, and the market share - how much of the pie they have, how much they want and how much they can get.

In order to understand the issues at the executive level, you must engage the executives early in the decision making process. Connect the business drivers at all levels of influence and decision. 

Executives are concerned about growth and return on investment. Executives want to work with companies that understand their business and their business challenges. When meeting with executives it is important to speak to the needs of the company and provide solutions that offer value at the executive level.

 
Anybody can call high. The trick, when you are calling high, is knowing what to say. What do you say to create value and not be sent down to the lower levels of the organization? At the executive level, decisions are made based on market share and market size. The job of the executive is to steer the ship into the biggest pond, make sure there are no other big ships around, stake out territory, and grow an empire. That's why they are captains!
 
Good Luck!
 
Skip

 
 
The First Level of Language:
Includes the people you call on day-to-day. They want to know more about what you do. Typically, first-line managers will be using your product or service, or they will be in charge of its use. 
 
The Second Level of Language:
This level is where conversations always revolve around money. That's all this level cares about. Features and benefits? That 44-slide PowerPoint presentation? The brochure, the demo, free sample, free trial? Not at this level. At this level it is all about making money.
 
The Third Level of Language:
Third level people are at the top of the organizational chart. These senior managers ensure the business's stability and growth. They care about market size and market share, that is it. If they are in a growing market and continue to increase market share, they will be seen as visionaries.
 
Speak the right language to the right person. When meeting with multiple people, always speak the most important person's language, they are the most important person for a reason.
 
How do you acquire the ability to speak with Russians and Greeks?
 
Hang out with Russians
Read what Russians read
Talk to Russians that you know
Invite Russians to meet other Russians
Leverage a partner's Russians
 


In This Issue
Tools
M3 Learning Links
Join our mailing list, logon to:
 
ProActive Sales Tools
Don't let the competition win the deal, stay ahead of the game with these ProActive Tools:
 
Out Sell Your Competition with ProActive Selling!
Sales success starts with ProActive Selling, the runaway best-selling book by Skip Miller. 
 
ProActive Sales Management is the # 1 Best Selling Book on Sales Management on Amazon.com for three years running! Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. 
Knock Your Socks Off Prospecting is working it's way to the top of the best selling list for Prospecting.How to Cold Call, Get Qualified Leads, and Make More Money! If you hate prospecting, think how much those prospects dread your cold calls! Here's the most valuable collection of how-to-cold-calling tips you've ever seen:
 
The Ultimate Sales Tool Kit is on of the Top Ten Best Selling "Sales Tool Kit" books on Amazon.com! The Versatile 15-Piece Skill Set that Every Professional Needs .
Ultimate Sales Tool Kit is the energy boost you need to improve your bottom line. 

 




 
The Advanced Sales School
 
     This highly interactive seminar, designed for individuals, is the best sales and communication school on the planet. Top salespeople from a wide range of company types, sizes and industries come together for three days of intensive training on high-level sales skills.
 

     Ropes

 
The Advanced Sales School includes key topics such as:
          • The Sales Cycle
          • Customer Communication Skills
          • Presentation Skills
          • Personal Growth
     Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. Attendees are challenged with an intense high ropes course focusing on overcoming prospecting and calling high fears, along with Tai Chi class that helps connect the mind, body and spirit. Overcome prospecting and calling high fears in the classroom and in the forest.  Join other sales people in working the tools in a fast paced enviroment.

     Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

     Don't hesitate, sign up for the Advanced Sales School today!

 
 
 

 

  
                                                                     August 18-20, 2008
  November 3-5, 2008
 
Attendee Testimonials:
 

     "I think that one of the strongest things that I brought away from the class is actually somewhat intangible. That in order to really be successful as a team (sales team, sports team, marriage...ANY partnership) you have to relinquish control, and have the faith, trust and confidence in those around you. I have been to several sales training courses. Rarely do you take away things that not only make you better at what you do, but better as a person as well. Great job to Skip and the rest of the M3 team, and thanks for a once in a lifetime experience!" 

 

     "Presentation skills are an important aspect of my job and it was a valuable opportunity to take a step back and assess our mannerisms and speaking skills through video tape. I am now more attentive to what I say during sales calls and phone messages."

 

     "I picked up many things from the M3 course, making 3 calls within two days and how to leave a voice message are the two that I have incorporated into my routine. Most importantly I keep the mantra in my head to ASK QUESTIONS!"

 

     "The ropes course was most valuable and I look forward to attending the course again."

 

Limited space available.
 

To register, go to

The Advanced Sales School or contact Peggy Bilbruck at 714-812-0913 or pbilbruck@m3learning.com

 
Ask for Help!!!
 
As top sales people, we are sometimes afraid to ask for help. Sometimes the boss can make the difference in the sales call and help us turn a corner. Here is an article that may help you find the positive aspects of the boss going on the call!!
 
Don't be afraid, Ask for Help! 
 
    
                                 Best Regards,
   Skip Miller
   M3 Learning