Confidence, competence, and executive presence. That's the name of the game when selling to CXOs. Being confident and having strong product knowledge is the foundation of competence. Tie that in with dynamic solutioning skills, and you're good to go!
In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Ben Hippeli to discuss how confident solution selling is a craft that can be mastered—that supports the development of executive presence while selling to CXOs.
Having the utmost confidence, product knowledge, executive presence, and know-how behind the curtain of the prospect's industry pain-points are the ingredients for coming off as competent. Competence is the most important ingredient when it comes to a successful high-level sell.
What is "executive presence," and how do I know if I have it?
What is "solutioning," and why is it important?
How do I become more "confident?"
How do I know if I'm "competent?"
Listen and find out! It'll help you on your journey to a successful career in sales!
Ben Hippeli teaches Professional Selling and Sales Management at the University of North Florida (UNF). Ben leads the UNF Professional Selling Advisory Council and is the founder of Benchmark Training, a firm dedicated build strong sales culture via recruiting, sales team training, and coaching.
Ben’s customer-centric sales approach has been the secret to his success as a 4-time start-up entrepreneur and executive director of a national non-profit.
He learned early in his career that great sales professionals are not born but are trained and nurtured and consider building great sales teams a must to succeed in any business.
Ben received his BBA from Georgia State University, his MBA from the University of North Florida, and his sales trainer certification from Florida State University’s Sales Trainer Academy and is a member of the HandsOn Jacksonville Blueprint for Leadership Cohort.
Ben brings his real-world experience, combined with a collegiate educational background and hands-on sales coaching techniques, to sales leaders and professionals worldwide to ensure success in various industries and markets.