How to Get CEOs to Love You,
Your Technology and
Get Your Contracts Signed Faster!
Article Contributed by Oreste "Rusty" D'Aversa, President
SELL More Technology NOW!
www.SELLMoreTechnologyNOW.com
Don’t Lower Your Price
When deals don’t close with your necessary time frame don’t be quick to lower your price rather increase the value of your offering to your prospect. When your prospect is dragging their heels to sign your contract build more value in your deal to get them to move forward faster. The value may be in the form of extended services contract, 24 x 7 support or any other product or service that does not cost you much but delivers much value in the eyes of your prospect. Also if you give something, you must receive something, so when you
give additional value, put a price on that value and a date as to when the additional value will expire. By doing so there is an incentive to
your prospect to sign your contract to get the extra value added “goodies”!
The Company You Keep
Another tactic to get your contract signed faster is to supply client references to your prospect - with a different twist. References are extremely important especially if you’re selling technology based services. The twist is - having your references call your prospect as opposed to your prospect calling your client. Ask one of your current clients with which you have a very strong relationship to call your prospect on your behalf. You will be pleasantly surprised as to your prospect willingness to talk to your client, especially if your client is a CEO/President or a senior member of the management team. This technique also known as “Executive Bridging” and has closed many a stalled deal.
I have spoken about what the CEO is looking for from your technology based solution now what is the CEO looking for in the sales professional who is working the opportunity.
Oreste "Rusty" D'Aversa has more than 20 years experience in technology-based sales. He is a speaker, consultant, author, university lecturer and advisor to senior management providing strategic sales planning, consulting and training services to technology based: corporations, small to medium sized businesses, entrepreneurs, sales people and consultants. He is author of the book, SELL More Technology NOW! Proven Sales Methods and Established Practices that Deliver Results. He can be reached at 201-727-9368 or email Rusty@SELLMoreTechnologyNOW.com Visit www.SELLMoreTechnologyNOW.com for more information.
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