Great Sales Quotes From C-Level Decision Makers

My new book Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy is based upon Based upon more than 500 interviews with C-Level executives. The book provides psychological strategies and linguistic tactics to secure C-level meetings, expert advice on how to prepare for and conduct C-level sales calls and presentations, and specific instructions on what to say and do during meetings. Throughout the book I have inserted comments from the executives I interviewed. Here are a few of my favorite quotes along the title of the person who said them:

   

“Every salesperson is trying to get into my office and explain how their wonderful products will save me tons of money. Very few do because most don’t understand what it takes to sit across the table from me.”  Chief Executive Officer

   

“If you understand what I am trying to do—here’s how I can help you in the short and long term, and here’s how I have done it at other places—then there is a partnership quality to the relationship, not just a vendor and a supplier.” Chief Executive Officer

   

“The vendor we chose has a group of smart, dedicated, customer-oriented people. To a great degree, I don’t think their products and services are different from their competitors’. They distinguish themselves with their people.” Vice President of Supply Chain

   

“Their salespeople have an order taker mentality. They are not a value-added layer. Even some of the most senior people on our account tend to not come to me with strategic thoughts or ideas for the future but come to me and say, “What do you need today?” Executive Vice President of Worldwide Operations

  

“Their salespeople need some type of a more senior level executive overview, something that resonates with high level executives. Senior executives only have two seconds to look at something and figure out if it matters. Our top executives still aren’t sure what their product does. I think they assumed it is a bleeding-edge product, and they are not risk takers.” Senior Vice President of e-Commerce

   

“This was a huge decision for our company, a huge purchase we would have to live with for many years. I was worried we wouldn’t get it right.”  Chief Executive Officer

   

“It’s a pain in the ass to switch vendors. It’s a pain in the ass to analyze whether you should or not.” Vice President of Purchasing

“It sorts itself out pretty fast —those who will and won’t make it with us. We are a big company, so there’s always a tendency to go with the big players. Who are your proven big-time customers? What resources do you have to get something fixed?” Chief Operating Officer

   

“They were completely unwilling to think outside the box with us. We consider ourselves unique, so we like the people we work with to treat us differently. I don’t know whether it was because the salesperson was so bad or the fact that their company is so rigid that they wouldn’t even entertain it. After I told them we weren’t moving forward with them, I almost got this autoresponse “We’re sorry to hear that; keep us in mind; blah, blah, blah.” I thought, “Don’t you want to know why, you idiot?” Chief Financial Officer

   

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60 Second Overview of Heavy Hitter Sales Psychology

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Comments

[Karim]

Very thoughtfull post on Psychology. It should be very much helpfull

Thanks,
Karim - Positive thinking

[karim]

Very thoughtfull post on mind .It should be very much helpfull.

Thanks,
Karim - Creating Power