This deal could make or break your year. You must do it right. That means giving them the goods upfront to set the right tone.
Executives do not have time to waste. They need to make decisions quickly and have no patience for irrelevant information or long build-ups during sales presentations.
Here are some tips for success in persuading C-level folks during a sales presentation right from the start:
- Set expectations by letting them know you will give them the bottom line of your report first, follow with back-up information as needed, and leave time for questions. Start promptly and finish well within the allotted time.
- Lead with a summary. Tell them what they want to know…the results of your findings, your recommendations and next steps.
- Be succinct. Eliminate any information that does not directly impact your conclusion and the value that you and your firm will provide for their most pressing problems.
- Rehearse in front of a colleague who has experience working with harried executives and will be honest in appraisal.
