How to Sell at ‘C’ Level – Steve Hall on Salesman on Fire with Carson Heady

C-level sales acumen involves mastering the art of relationship building and earning the right to be a trusted advisor of senior executives by knowing what they value and knowing how to deliver value and wins.

👿 Steve Hall, the ‘C’ Level Sales Authority and top keynote speaker joins top Microsoft Director & #1 social seller Carson V. Heady, author of Salesman on Fire, to discuss. Check out the full discussion here:

Steve sheds light on the key components of developing the acumen to sell at the C-level. With years of experience, he emphasizes the importance of understanding the perspective of senior executives, offering value, and establishing meaningful relationships.

The conversation underlines the significance of the initial meeting with a senior executive. Steve emphasizes that the first step is to target the right person in the right company at the right level. Simply getting a meeting isn’t enough; it’s about maximizing the chances of that meeting being meaningful.

Steve shares a statistic that 85% of first sales meetings are considered a waste of time by senior executives. This stark reality highlights the gap between what sellers perceive as successful meetings and what executives find valuable.

Salespeople have “happy ears” and the tendency to believe things are going well. Steve emphasizes the need to earn trust, not just assume it. Trust is built by consistently demonstrating value, aligning with the executive’s priorities, and understanding their needs.

Selling at the C-level requires a combination of empathy, strategic thinking, and a commitment to adding value. By understanding the needs and perspectives of senior executives, delivering valuable insights, and building authentic relationships, salespeople can develop the acumen to sell at the highest levels of organizations.

It’s not just about making a sale; it’s about becoming a trusted advisor and contributing to the success of your clients.

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