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
Having personally sold millions of dollars of technology based products and services, I know the challenges encountered to get your deal closed and your contract signed in a timely manner, especially when you have quotas to achieve, sales forecasts to complete and a management team who are seeking answers as to when you will be picking up a signed contract. At times it may seem easier to perform the events of a modern day reality show of walking through fire or playing in a cave full of snakes than to get time with a CEO or senior member of the management team to find out when you can get their signature.
You are a sales professional, on top of your game, working your deal. You qualify your prospect, do your need analysis, do your presentation and supply your references. You work your sales process (and if you don’t have a sales process to close technology deals you better get one immediately!), the deal is going well, moving at a good pace, you go in for the close, they like what they see…you are the “Black Belt” of technology salespeople! You submit your contract - then the deal goes into the “black hole” of “it needs to be signed by the President”. Then you ask - When will it come out? When will my contract be signed? What do I tell MY management team about when the deal will come in?
To get your contracts signed faster you need to know what is important to the CEO or the Contract Signer. The contract signer, depending on the size of your technology deal and the size of the company you are selling to, is sometimes the President or someone in senior management. You need to find out what is keeping these people up at night! Since some of my clients are CEOs and Presidents of small to medium sized businesses and being in the position of “Trusted Advisor” they confide in me as to the concerns they have regarding the business issues in operating their organizations.
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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