“The fact that you are going to connect with them, that’s your primary goal.” – Denis Champagne in today’s Tip 391
How do you connect with the C Suite?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Prospecting to the C Suite involves a mental and psychological composure that the voice will reveal or conceal. Like in sports, salespeople are the athletes of the company and must train regularly. Denis Champagne has successfully attained professional sales athlete status and millions of dollars generated for his clients over the last few decades emanating from his prospecting skills to the C Suite. Here he is with today’s tip:
Denis Champagne: Hey guys, today I want to talk to you about when you reach the C-Suite. I went to call center for 12 years and I’ve had people sell transactional but when you call on the C-Suite, it’s another mentality. For years I’ve taught people to be upbeat, to stand up, to smile, to do all of those particular gestures and stuff. But when you’re on the phone with C-Suite, it’s a different ball game. First of all, these people are busy, they have very strategic issues to deal with. So if you’re not on the ball initially, you may not get the attraction. So the first 10 seconds is key. What I mean by that is that your voice and the fact that you are going to connect with them, that’s your primary goal. There’s no pitching, there’s no value proposition. There is nothing of the sort these people look to speak with leaders. You must sound likely leader and so I would tell you that if you are going to be prospecting and passing through the executive assistant, for instance, the lower, the calmer, the more mature undertones of your voice are going to get you through the door much more than if you’re an SDR or BDR calling on a manager, a supervisor, or some kind of mid-management. When you call these executives, the key is to have them within the first 10 or 15 seconds say to themselves, “Yeah, I want to let him talk” and then you engage. So my message to you is calm down, slow down with C-Suite, talk about you as a person, not so much about the issues and then once you find that there is a bit of space and some maturity between the exchange, then you say, “I know you’re busy. Thanks for taking a call. I’ll be brief” and then get to the point about an issue and asked them if they have thought about that. That’s how you get what we call a mature leader to leader conversation. So you have to sound, but and also believe that you are a leader to connect with one, take care.
Scott Ingram: To connect with Denis Champagne and learn more about his company, Lotus Communications, just click over to DailySales.Tips/391 and we’ll have those links for you.
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!