Understand FCP and Understand How to Help your Clients
I will be speaking to a group of sales professionals later this week and one of their questions will be "How to sell to the CXO?" In this post I want to share what FCP is and how to use it.
CEO's are not thinking like sales professionals do...they are not thinking "If only I had your solution how much better I would be"
If you want to know what they are thinking go on the internet and search for and read board meeting minutes. You will quickly discover what you have to offer in the way of a service or product is not the focus of what is being discussed or presented.
Every business no matter what they do will focus on FCP. So, what is FCP?
Financial - You cannot pay bills with revenue...Cash drives the organization. CXO's must make critical business decisions that impact both the top line and the bottom line to ensure the company can grow.
Competitive - If the company is not solving their clients problems someone else will. Clients are in many cases more knowledgeable than the sales people asking for their business. Because the internet has created information on the industry, market, personal and professional experiences...companies must be one step ahead to remain competitive.
Productivity - The speed of business requires producing results at the same pace. Companies must continue to seek out the tools and processes that reduce the time to produce while maintaining high quality.
Sales professionals must learn to talk the language of FCP. They must understand each of these areas and show how your product or service can produce results in all three areas.
The sales professionals that talk about features and functions over impacts to income statements, return on investments, specific and measurable productivity improvements will remain as part of the 80% to 90% of sales people.
Spend the time to research, understand your clients FCP and you will become a top performer.
Be the Difference,
Rich
Posted by Richard Grehalva at 1/30/2011 9:26 AM 
Categories: Sales Tips, Motivation, Marketing, Strategy, Leaership
Tags: leadership Marketing motivation Strategy selling tips
Categories: Sales Tips, Motivation, Marketing, Strategy, Leaership
Tags: leadership Marketing motivation Strategy selling tips
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