کلید به اتاق C: آنچه باید بدانید تا به‌طور موفقیت‌آمیز به مدیران ارشد بفروشید

Sell to the C-suite by speaking their language . With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements. This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to: Find key financial information on a prospect • Determine a corporation’s financial stability • Clearly define the value of the product or service they are selling • Calculate the value impact of their offerings in financial metrics Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product’s value as perceived by an organization’s ultimate decision makers, and unlock the door to greater sales.

“The perfect blend of street-smart advice and MBA intellect for talking it up with anyone in the C-Suite.”— Anthony Parinello, bestselling author of Selling to VITO (The Very Important Top Officer)

“In The Key to the C-Suite, Michael Nick has captured the reality of being a solutions provider. The challenging new environment businesses will be facing in the post-recession economy forces all operating and marketing processes to be financial contributors to the enterprise. Michael’s book is a timely recognition of this fact and valuable roadmap to selling success.” — Morris R. Segall, President, SPG Trend Advisors

“Getting to the C-Suite may sound expensive, but Michael Nick makes a compelling case that not doing so is even more so. And his advice on how to effectively do it is priceless.”— Jim Dickie, Managing Partner, CSO Insights

“Imagine moving to a foreign country to earn a living without knowing the language. Now imagine a book so powerful that in a few short hours it could teach you that language and allow you to live in prosperity. For many in sales, the C-Suite is a foreign country and the language of business is hard to understand. The Key to the C-Suite is a powerful sales translator, teaching you to present your product or service in such a way that C-Suite executives know they have to take action NOW.”— Tom Ziglar, CEO of Ziglar Inc.

“Michael Nick really hits the nail on the head with how to build a successful business case to sell to C-suite executives and how to start speaking their language. The Key to the C-Suite is an absolute must-read for all sales reps looking to change their selling approach and start speaking the language of the C-Suite!”— Lisa Cramer, Co-founder and President, LeadLife Solutions

In this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales.With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions.In The Key to the C-Suite, you'll learn how to:uncover key financial information on a prospect;determine a corporation's financial stability;clearly define the value of the product or service you are selling;calculate the value impact of your offerings in financial metrics;and showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings.These days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company's financial statements. The Key to the C-Suite explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies'top decision makers. The C-suite effect Building your value inventory Identifying your prospect's threshold for pain Determining your value to the C-suite Collecting information during your sales process The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close Creating a financial dashboard Presenting your C-suite findings Building your business case What they don't teach you in sales training Assembling the pieces : road map to the C-suite. Shows readers how to build a business case and present it to C-level executives. This title lets readers discover how to: find key financial information on a prospect; determine a corporation's financial stability; define the value of the product or service they are selling; and, calculate the value impact of their offerings in financial metrics. How do you sell to those at the top? By speaking their language. This insider guide helps readers unlock the door to greater sales using the ten metrics most valued by C-level executives (hint: ROI isn’t one of them).