I am meeting with a very senior executive. I had sold him a different solution when I was at a different company. Now, I have started my own business. I asked him for advice. However, I want to sell the software to his team. (His team has looked at the software, they liked it, but they said they won't buy it). What should I talk to this senior executive about in my meeting? What should be my pretext of meeting him?
1. First be sure you know how to ask good questions.
2. Then frame a series of question for learning how they create value from software.
3. Learn what they like and don't like about their current software solutions.
4. Ask him/her to describe what a better software solution would look like and why.
5. Determine what barriers they have to adopting new software for their firm and why these barriers exist and how much it would cost to overcome them.
6. Ask how you can help the firm overcome any barriers to adoption but focus on the "lowest barrier" first.
7.etc
Once you've framed what their problems are you can begin to position how your software can solve just 1 and only 1 problem more effectively and get them to buy something you know will work well. Be sure you work closely with the firm's team to have a good introduction.
Finally never negative sell what they use today and emphasize why your offering is desirable.
Answered 9 years ago
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