In order for us to be effective dealing with C-level Executives, it is important for us to be acutely aware of their problems/concerns and how we can help with some of them.

Naturally, we know that C-level executives have issues like a company’s sustainable revenue and profit growth.

We may also know that they’re concerned with having a stable, effective work force and satisfied, repeat customers.

And, it might occur to us that they think about their Board (of Directors) and other stakeholders on occasion.

But what about other matters that can be of equal (or greater) importance to them? Things like:

• Their next position and/or their “legacy”
• Succession Planning
• Global Economy and Competition
• The costs and sources of Capital
• Political interfaces
• Sarbanes-Oxley
• Ethics
• And many others

With C-level prospects/customers it is vitally important for us to do our “homework” and to have a great deal of information about them and what’s really important TODAY – before we approach them for the first time or at any time.

It is also important to remember that these folks are human beings and have thoughts and feelings the same as the rest of us do – albeit on a broader level.

Please see: “Quality Questions to understand Your Customers Needs” at
http://www.salestraininginc.com/understand-customers-needs.htm

Once we know what is important now, then as salespeople (consultants here), it’s crucial for us to consider when C-level Executives might get involved in processes related to acquiring solutions.

“… most senior executives become involved in key purchase decisions early, are less involved in the middle, and reassert themselves at the end of the buying process.”
- - White Paper, “How salespeople establish trust and credibility with senior executives”, Alston Gardner, et al, OnTarget, Inc. and UNC, © OnTarget, Inc. 1996

The next important factor is how do we approach C-level exec’s?

Let’s imagine for a moment that you are a Business Consultant, say for one of the top Management Consulting firms like Pricewaterhouse Coopers, Deloitte Touche Tohmatsu, McKinsey & Co., etc.

How would you approach a new C-level prospect?

Not, I trust, in the same fashion as your other prospects!

Next issue: Be on the lookout for next issue of “Roadmap …” entitled, “Approaching C-level Executives”