Many sellers don't recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?
Open Window One:
There's a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Why? Executives are interested in the very beginning stages of a project to set the stage. Right after your win celebration and win retrospective, you can help the executive by giving them briefing points and reinforcing the importance of their role in support of the initiative. Accessing a key executive early in the contract is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.
Open Window Two:
C-Suite executives want to ensure a positive ROI on any big investment. If you have important information and data on your project's ROI impact, then they will be very receptive to meeting with you. This also allows you to ask how they would like to receive timely reports on progress. Many people miss this brief but critical opening.
Open Window Three:
Executives are also interested in new and creative ideas which could lead to a project. (I.e. deciding if your ideas will move their company agenda forward) For a complete list of ‘why' executives want to meet with you, see my BLOG at www.toplinesales.com.
Top Line Sales Results Model
Common close ratio: 25%
Add pre-call planning: +20%
Add account strategy work including executive engagement: +10 – 20%
Add Win Themes™: +10%
Add competitive blocking: +10%
NEW CLOSE RATIO: 75% – 85%
Capitalize on these windows of opportunity and watch your win rates skyrocket. Good luck in your efforts to ring the bell more frequently with TOP Line Account™ victories!
The Perfect Book for your Upcoming Sales Kick-Off:
Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships includes proven strategies to ensure sellers develop long-lasting executive access.
The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings. Check it out at http://amzn.to/2hdas8J
About Lisa Magnuson:
Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high-value customers. Learn more at www.toplinesales.com.