{"id":3292,"date":"2017-04-04T12:19:24","date_gmt":"2017-04-04T16:19:24","guid":{"rendered":"http:\/\/www.jcmcom.com\/jcmblog\/?p=3292"},"modified":"2017-04-04T12:27:01","modified_gmt":"2017-04-04T16:27:01","slug":"every-wonder-why-c-level-executives-really-dont-care-about-you-or-what-you-have-to-offer","status":"publish","type":"post","link":"http:\/\/www.jcmcom.com\/jcmblog\/2017\/04\/04\/every-wonder-why-c-level-executives-really-dont-care-about-you-or-what-you-have-to-offer\/","title":{"rendered":"Every wonder why C-level executives really don\u2019t care about you or what you have to offer?"},"content":{"rendered":"

You\u2019ve been desperately trying to get to the big Kahuna. Chasing your great white whale. You think you\u2019ve tried everything that\u2019s ethical. You\u2019re getting impatient. <\/em><\/p>\n

NEWSFLASH:<\/strong> C-level executives care about other things within their organization that others do not. So if you want to work with this upper echelon client, YOU MUST elevate your sales game by understanding these four levels of value.<\/em><\/p>\n

The four levels of value are defined as:<\/span><\/strong><\/h3>\n

Level 1 Value<\/strong> <\/span><\/h3>\n

Anytime you come in talking about your product … your service … your solution … your company … your board members … or what you do …<\/em> That\u2019s level one and it\u2019s as basic as \u201csales\u201d gets. You must not be surprised that you are certainly NOT interesting to C-level decision makers. Why? They could care less about any of those things because it ain\u2019t on their radar. It\u2019s not how their performance is measured.<\/strong><\/em><\/p>\n

Level 2 Value<\/strong> <\/span><\/h3>\n

Anytime you come in talking about the use of what you sell, C-level execs could care less about any of those things.<\/em> C-level execs are NEVER going to look at what you do because it\u2019s just not interesting to them. They will not be a user of your solution, so they won\u2019t look forward to meeting you. Got it? Don\u2019t expect a face-to-face meeting.<\/p>\n

But wait! You think you offer the highest level of SUPPORT! As far as \u201csupport,\u201d the C-level executive expects you to take care of those things. They are a \u201cgimmie\u201d and certainly not interesting to them. An intermediary management stakeholder might care about these incidentals\u2014but definitely not a C-level exec. It\u2019s not how a C-level executive\u2019s performance is measured.<\/strong><\/em><\/p>\n

Level 3 Value<\/strong> <\/span><\/h3>\n

A lot of people sell in this arena:
\nWe, you, us … almost all of us speak about ROI (Return on Investment). Yeah, that\u2019s it! ROI! Who doesn\u2019t love ROI?<\/strong><\/em><\/p>\n

Many of us are waaaaaaay comfortable here because we can show how we can produce tangible results. It\u2019s familiar territory because we can prove an ROI with measurable, trackable results. It\u2019s not how a C-level execs performance is measured.<\/strong><\/em> However, this position is very interesting to the management stakeholder who reports to the C-level executive you are wishing to work with. Most notably because the management stakeholder is trying to execute and make a difference by bringing initiatives to their company.<\/p>\n

In order to get to the C-level executive, you gotta get to the highest value level! The one that matters most to them.<\/strong><\/em> That\u2019s …<\/strong><\/p>\n

Level 4 Value\u2014 THE LEADERSHIP LEVEL<\/strong><\/span><\/h3>\n

To attain this level and capture the attention of the CEO … YOU have got to talk about STRATEGY because leaders<\/strong><\/em> care about STRATEGY.
\nYOU have got to talk about GROWTH because leaders<\/strong><\/em> care about GROWTH.
\nLeaders<\/strong><\/em> care tremendously about EXECUTION and how you can make sure they EXECUTE.<\/p>\n

C-level leaders<\/strong><\/em> care about CAPTURING MARKETSHARE. They care about SERVING THEIR CLIENTS AND DISRUPTING THEIR INDUSTRY. They\u2019re looking for MASSIVE CHANGE<\/strong><\/em> rather than incremental change\u2014the kind that\u2019s down at the bottom at their product level. They could care less about any other solution that doesn\u2019t align with their value system.<\/p>\n

So if you want to secure yourself as a \u201cTRUSTED Advisor\u201d<\/strong><\/span> that\u2019s aligned with their value system, while positioning you & your company as a \u201cconsultative sales person\/organization,\u201d you have to move all the way to LEVEL 4!<\/p>\n

You will be interesting to the C-level executive when:<\/strong><\/em><\/span>
\nYou can share strategy because you understand what the C-level exec experiences and needs. You must possess business acumen, employ situational knowledge and offer leadership solutions that will elevate their game. C-level execs are looking for people who deliver those strategies. You MUST have a set of experiences with which you can talk about with or above<\/strong><\/em> the C-level executive. And if you don\u2019t …<\/em><\/p>\n

ALL IS NOT LOST.<\/p>\n

What you really need to do is connect with is the \u201cCEO of the problem you can solve.\u201d The \u201cCEO of the problem\u201d is likely the one who reports to the C-level executive. This \u201cCEO of the problem\u201d is most likely someone who cares deeply about ROI, the experience … and giving their people something they can execute with. Tools that their people will want to embrace and use. So you might wish to stay at level 3 … unless you need to move up to level 4.<\/em> And I\u2019ve just shared with you how to get to your C-level executive.<\/p>\n

Have a blessed day!<\/strong><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

You\u2019ve been desperately trying to get to the big Kahuna. Chasing your great white whale. You think you\u2019ve tried everything that\u2019s ethical. You\u2019re getting impatient. NEWSFLASH: C-level executives care about other things within their organization that others do not. So if you want to work with this upper echelon client, YOU MUST elevate your sales […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[4],"tags":[],"_links":{"self":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3292"}],"collection":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/comments?post=3292"}],"version-history":[{"count":5,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3292\/revisions"}],"predecessor-version":[{"id":3297,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3292\/revisions\/3297"}],"wp:attachment":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/media?parent=3292"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/categories?post=3292"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/tags?post=3292"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}