Our research on top achieving salespeople shows that
they listen more than they talk on sales calls. You have two
ears and one mouth, use them in that same proportion.
Your goal is to listen to the customer and gain a deeper
Presenting To High-level Decision Makers
High-level decision makers buy differently than lower-level decision makers. If the high-level decision maker likes
your ideas they will work out the details, including price.
High-level decision makers are less price sensitive and also
make quicker decisions.
High-level decision makers value proof
more than opinion. Your presentation
should include testimonials from other
high-level decision makers, case studies
and reputable third-party endorsements.
In your presentation, demonstrate
how partnering with your company will
increase their profitability and competitive position. High-level decision makers
ask themselves the following questions
during your presentation.
• How is this going to help our company
achieve our long-term goals?
• How would a partnership with this
company help us be more competitive
• How will this solution help us leverage
our current resources?
• Will the rest of the organization
The high-level decision maker is looking to buy a partnership, not products.
This decision goes beyond day-to-day
purchasing. Selling at this level means
embracing the mindset of the high-level decision maker. Oftentimes, salespeople will bring their internal high-level
decision makers for these presentations.
This high-level meeting sends the right
message to the decision maker. It shows
your management is committed to the
In closing, there is a misperception
that high-level decision makers are
inaccessible, less approachable and brash.
This couldn’t be further from the truth.
In fact, high-level decision makers reach
their positions because they are personable and available to people that need
help and create value.
High-level decision makers are vision-
aries. They have a different view of the
world. If you understand their vision and
demonstrate how you can help, they are going to
partner with you. The key is to deliver a high-level message
by preparing, understanding their needs and presenting
Paul Reilly is president of Reilly Sales Training, a St.
Louis-based privately-owned company that specializes in
training sales professionals, sales managers and service
professionals. Call Paul at 636-778-0175 or email him at
TRACKING LEAKS HAS
NEVER BEEN THIS
TO LEARN MORE,
SCAN QR CODE OR VISIT:
Makes leaks glow brilliantly for quicker and easier diagnosis.
Works with all oil- and water-based leak detection dyes, including
difficult-to-fluoresce yellow, white and blue dyes!
Compact design easily gets into tight spaces.
Comes standard with lanyard, belt holster, UV-absorbing glasses and carrying case.
LEAK DETECTION FLASHLIGHT
Includes 8 oz (237 ml) twin-neck bottle of OIL-GLO® 44
concentrated oil dye, GLO-AWAY™ dye cleaner, dye treatment tags,
belt holster, lanyard, UV-absorbing glasses and carrying case.
KI T TREATS UP TO
OF OIL-BASED FLUID
ALSO AVAILABLE IN THE
LEAK DETECTION KIT