Powerful Executive Meetings Using Insightful Questions to Drive Meaningful Discussions
If selling your product or service requires meeting with senior management, this eBook is for you.
Executives could care less about your offering - it's not one bit interesting to them.
Learn to ask strategic, big picture questions that keep the discussion flowing and enhance your
credibility with the executive team.
In "Powerful Executive Meetings," you'll discover:
What senior executives are interested in and concerned about.
Why knowledge is power when dealing with executives.
How to use your pre-call research to align your offering with the executive's business issues and goals.
How to get an in-depth understanding of the organization's mission, vision, goals and objectives. (19 questions)
How to ask insightful questions about industry and market trends. (23 questions)
High-level questions that uncover critical strategic initiatives currently underway or planned in the near future. (25 questions)
Powerful questions that elicit valuable information about the executive's perception of their primary business challenges. (17 questions)
How to uncover much needed information on your customer's customer (23 questions) and their primary competitors (10 questions).
How to identify an executive's personal perspectives regarding the company, business, challenges, initiatives and more. (21 questions)
How to assess the corporate culture and it's potential impact on your proposed solution. (22 questions)
Questioning strategies to get a better grasp of the organizational structure and the relationship of the different business units, divisions and players involved in a decision. (22 questions)
How to get a thorough understanding of the needs of a specific department. (24 questions)
Why planning your questions ahead of time is so critical in demonstrating your expertise with senior management.
The questions in "Powerful Executive Meetings" can be used immediately in your sales calls. They can also be taken to an even higher level by customizing them with information uncovered in your pre-call research.