I’m sure you have run into many issues in trying to build your business.
There is one issue that I have seen over my 40+ years as a B2B salesman, business owner and coach that all B2B sales people and marketers struggle with.
That issue is how to talk to senior executives in their client and prospect accounts.
There have been a number of tactics that have emerged over the years, such as BANT (Budget, Authority, Need, and Timeframe). But these are very salesy type conversations.
BANT type conversations may be needed, but certainly not in the first couple of conversations with a senior executive.
That is why I developed The GAIM Plan for speaking with senior executives.
GAIM Plan stands for Goals, Afflictions, Impact, and Meaning.
It is a conversational method for getting to the real goals and concerns senior B2B executives have.
It’s the type of conversation senior executives expect sales people to have with them.
It’s a business conversation, not a sales call conversation.
One of my client’s closed 4X his overall annual quota, with just one client, by using the GAIM Plan.
And as always, your feedback is appreciated.
Ian Dainty’s Email
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