In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Joe Khoei to talk about how YOU can maximize your chances of selling when meeting with senior executives.
Why do senior executives WANT to talk to salespeople?
- There are two reasons why senior executives want to talk to you as a salesperson.
- The first reason is: You have something to tell the senior executive that they DON’T already know.
- The second reason is: You have something to tell the senior executive that their team is UNABLE to do.
- If you want to talk to a senior executive, you HAVE to have either or both of these traits.
Giving the senior executive something valuable:
- One tip that Khoei suggests is using case studies.
- According to LinkedIn, although email outreach has gone up 50%, email replies have actually gone down a WHOPPING 30%.
- You HAVE to make yourself stand out. How can you do this? Utilize a case study, then apply it to the senior executive’s business or personal life.
- Don’t just bombard the senior exec with generic talk. Instead, find something that YOU can offer, personalize it to the senior exec, then offer it!
Khoei’s example case study:
- One company that Khoei was working with spent: 1.5 million dollars on leads, and generated 34,000 leads, for an average of $427 per lead.
- An average of $427 per lead doesn’t sound terrible, right? Despite this, the company ONLY had a closing rate of 2.6%.
- Based on a projection that Khoei did, this company could’ve saved an INSANE 600k in closing leads.
- Instead of reaching out to a senior exec with something that sounds copied and pasted, Khoei suggests reaching out to the senior exec with that 600k figure. Which sounds more appealing? Some generic, copy-and-pasted message or saving an ENTIRE 600k per quarter?
Khoei’s closing advice for sales reps is this: Think about WHAT your ideal prospect wants done, then DO IT for them. After all, selling is ultimately just helping people solve issues through YOUR product or service.
If you want to get in touch with Joe Khoei, his website is www.salesx.com and his email is firstname.lastname@example.org. You can talk to Donald and drop him a message on LinkedIn, Tik Tok, and Instagram at donaldckelly. You can also join TSE’s space on Circle to talk to Donald and other sellers looking to improve their craft.
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