10 Things Salespeople Need to Know About C-Level Decision Makers

C-Level decision makers are difficult to convince, especially when it comes to convincing them to buy your products or services. However, if salespeople know about these top level people a little more, then they might have an easier time selling to them. Here are ten things every salesperson should know about C-level decision makers.

1.      C-level decision makers are definitely looking to develop their business.

They may be hot-shot and on a great level in the industry but at the end of the day, they, too are concerned about the business and want solutions and tools that can improve their business. This means that salespeople are actually something they need, even though they are likely to only choose the best.

2.      C-level decision makers are always trying to save time.

It is likely that the longer you take their time, the lesser their interest becomes to the point that they don’t even listen anymore but just want to get rid of you to tend to other tasks. Time is precious to them, which is why salespeople need to keep their proposals brief and to the point.

3.      They can be difficult to handle more often than not.

Think about it, if you were the CEO of a big firm, you are not going to be dealing with small stuff; you have a lot of responsibility. Sometimes, when these responsibilities pressure C-level decision makers, they get – for lack of a better term – moody. So don’t be surprised if an executive shows zero interest when yesterday he seemed interested.

4.      C-level decision makers are not independent.

This means that while they do show an image that they are the primary and independet decision makers, it is not always true. They actually discuss and rely on others in the business to make decisions.

5.      They are perfectionists.

Not in the strict term of the word but in business, at least, they want to make perfect decision while decreasing risk factors. If you include how you can help them decrease risks, you may just capture their attention.

6.      C-level decision makers want people that are confident.

Nothing discourages them than a salesperson who feels inferior. Respecting them but showing that your product/service is worthy of their time and interest can get their interest.

7.      They attend a LOT of meetings.

This means that they are definitely not waiting around for salespeople to come to them – this calls for strategic plans on the salesperson’s part and also a little persistence to get some time with them.

8.      C-level decision makers don’t have the time to go around calling back every other salesperson.

Unless and until you really capture their interest, chances are they will not call you back. For this, you need to optimize the time you have with them, and show them how your service/product can be effective for their business. The strategy is to cut down your own praises (even if they are true) and focus on appealing them with facts.

9.      They are probably unaware of the little projects in their business.

If you are meeting with a high level executive, look at their perspective. What tasks and projects directly relate to them, and appeal to those rather than business matters that has nothing to do with them.

10.  They do not have the time or effort to tend to all their e-mails.

If that is your method of reaching them, then you are most probably in their junk folder. To connect with them, you need multiple strategies, it’s not easy but it may be worth it.