One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a quota or that your manager is pressuring you to close another sale before the quarter ends.
As in dating, if you move too fast you could blow the whole deal.
Relationships--the key to that first sale--don't happen overnight; they build over time through thoughtful discussion and mutual trust. The best way to build relationships with executive decision makers is to ask smart questions that show you care enough to have done your homework and want to support their specific business needs.
Today's buyers are sophisticated; they see right through a sales pro who asks generic, qualifying questions then jumps right to the product pitch.
So resist the need for speed. Be humble, show value and good fortune will come in time.
Boardroom Insiders makes executive engagement and relationship building much easier. We help you with the first "date" and help you close the deal. Give us a try and tell us what you think!
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