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TOP TEN – Selling to “CXOs”

February 13, 2008

1.) Know who you’re meeting with in advance (know something about their perceptions, interest, goals, competitors, mission)

2.) Listen, Listen and Listen Again –

3.) Be prepared, don’t waste their time, get to the point and DON’T ASK DUMB QUESTIONS

4.) Be prepared to be rushed, interrupted or rescheduled –know how to handle all of these situations in advance.

5.) In a meeting make sure you adjust your communication to their tone

6.) Speak with authority on the topic and know how your solution benefits his/her needs

7.) Permit them to help you solve their problems

8.) Don’t challenge their authority

9.) Understand his/her criteria for starting a business relationship

10.) Deliver what you promise

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