The Daily Sales Show Expert Techniques for Selling to the C-Suite
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May 20, 2025 Chris Orlob, a seasoned sales expert and trainer, shares valuable insights on converting meetings with C-suite executives into successful deals. He discusses strategies to articulate business problems better than executives, ensuring meaningful conversations. Orlob emphasizes the importance of timely follow-ups and understanding emotional triggers in sales. He also highlights the effectiveness of single-threaded selling and nurturing key relationships to enhance success. Get ready to elevate your sales game with practical frameworks to engage high-level buyers!
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Value of Selling to C-Suite
- Selling to C-suite targets big business problems that lead to bigger deals and higher commission checks.
- Conversations with executives tend to close faster and are more strategic compared to mid-level buyers.
Money Follows Pain, Not Gain
- Buyers are more motivated to avoid pain or loss than to achieve gains or profits.
- Focusing sales conversations on solving pain increases chances of closing deals.
Shift Gain to Pain Conversations
- Turn gain-focused conversations into pain discussions by asking buyers about the initial meeting that triggered the desire for a solution.
- This reveals the real problems causing them pain and sets up a stronger sales case.
