A Page From an Austin Sales Consultants’ Executive Bible

Any Austin sales consultant will tell you that you only get one shot to sell to an executive level decision maker. Furthermore, any Austin business coach you talk to will also tell you that lack of knowledge, preparation, or trying to sell something the executive cannot use or benefit from will ruin that precious one shot.

Listen. Don’t waste your time or busy executives by taking blind stabs. It will make you look bad and me even worse since you read this article first. Take the advice of Austin sales consultants and learn to sell to the executive level decision makers before you walk in their door. If you like taking stabs in the dark, however, don’t read this. I’m going to tell you how to make that one shot count for a sale.

First, let’s start with the basics any Austin business coach or sales consulting firm will tell you about selling to executives. Know the issues of the executive’s industry. Austin sales consultants will tell you right off the bat to do your homework or skip school the next day, so to speak. If you don’t know the issues that executive faces in their industry and how those issues affect the executive, then you can guarantee you will be lumped in with the pile of salespeople that wasted that executive’s time.

In fact, executives will tell you that only 7% of the salespeople they see prove worthy of their time. Be one of that 7% by knowing your facts, and the sale grows that much closer.

Hey, I dare you to ask an Austin sales consultant to tell you how to make a sale and to tell you how in one sentence or less. Sounds impossible, but it’s not! The answer will be the same every time. Establish a partnership with the executive. Executives do not buy from vendors.

Vendors give long, drawn out sales speeches to pitch the product they sell. They know very little about the company the executive works for. They don’t care; they only care about making the sale. In short, here’s the product, this is what it does, now buy it at this price.

Executives don’t play ball in that field. Executives, as Austin business coaches say, look for solutions and the products that provide those solutions. This goes right back to knowing the industry you sell to and knowing the issues faced in that industry.

However, it also takes a strategic sales plan and sales team to address those issues to the executive and then provide a solution to the issue: your product. Consulting firms and Austin sales consultants will help you put together a winning sales plan, but that winning sales plan starts with intelligence about the industry where your sales will take place.

Executives are busy people. They don’t have time to waste with vendors or products that don’t provide valuable solutions. Take the time to gather your intelligence. Find the help of an Austin sales coach or sales consultant that you trust to help you put together a winning sales presentation.

Just remember, the most important key you have when selling to executive level decision makers becomes the ability to turn your product into the solution for an issue they face. Make your product invaluable to them. An executive will never be your friend or your customer, but they will make you a partner in their success.