Aug 10, 2023
Are you eager to get inside the minds of C-Suite executives and understand what drives their buying decisions?
This episode we are joined by Jacques Sciammas who has dedicated his career to understanding and conveying the needs of customers to salespeople.
Jacques provides a deep-dive into the world of selling to C-suite level, underlining the importance of understanding the goals, strategies, and KPIs of individual executives.
We explore the art of crafting a proposal that speaks the language of the executive and radiates confidence - a crucial element for earning the respect of C-suite buyers.
Jacques shares his experience on offering new perspectives as a way to prove value, and also delves into the concept of 'compelling events' - external necessities that drive the strategic decisions within a company.
These insights into the buyer's motivations are invaluable for salespeople looking to make an impact.
To top it all off, we delve into the heart of the sales process - the conversation. Jacques shares his tips on identifying the challenges that buyers face and how to use these insights to tailor a personalised approach.
The episode shows the importance of demonstrating the value of your offer and maintaining open communication throughout the sales process.
This is not just about selling - it's about fostering effective and lasting customer relationships.
EPISODE CHAPTERS ---------
(0:00:00) - Selling to C-Suite
(0:14:04) - Salespeople Understanding Executive Perspective
(0:28:34) - Compelling Events
(0:39:26) - Pleasure and Gratitude in Sales Conversation
EPISODE CHAPTERS WITH FULL SUMMARIES ---------
(0:00:00) – Selling to C-Suite (13 Minutes)
Jacques Sciammas who has spent his time helping salespeople understand what buyers actually want, joins me to discuss the importance of understanding the C-suite. We explore the need to take calculated risks and the value of doing research to understand the individual C-suite executive's goals, strategy, and KPIs. We also talk about the importance of focusing on the company, brand, and customers before personal gain. Jacques provides valuable insight into the world of selling to C-Suite.
(0:14:04) - Salespeople Understanding Executive Perspective (14 Minutes)
We explore how having a proposal tailored to the language of the executive is key to a successful meeting and how salespeople must come into the meeting with confidence in order to ensure that the executive views them as an equal. We also discuss how salespeople can offer new perspectives and advice in order to demonstrate their value.
(0:28:34) - Compelling Events (11 Minutes)
Jacques discusses the importance of understanding what motivates buyers and how salespeople can use that knowledge to their advantage. We explore the concept of a 'compelling event' that is an external requirement for a company to continue operations and how salespeople can demonstrate their value by being aware of external factors that may affect their customer's business. We also discuss how to prioritise investments when internal and external requirements must be taken into consideration, and how salespeople can make an impression on executives by being aware of the current climate.
(0:39:26) - Pleasure and Gratitude in Sales Conversation (1 Minutes)
Jacques shares his tips on how to identify the issues that buyers are facing and use those insights to craft a personalised approach that will resonate with them. He also provides advice on how to communicate with buyers in a way that helps them understand the value of what you have to offer, and how to keep the conversation going throughout the sales process. The importance of collaboration in sales is also discussed, and how to leverage it to create effective customer relationships.
Follow Jacques
https://www.linkedin.com/in/jacques-sciammas/
https://sellingtoexecutives.com
jacques@sellingtoexecutives.com
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtube.com/@FredCopestake