Selling to CXOs

I have been looking for information on how to market to CXO's and this was passed along to me from a business associate. It is not mine, but I thought worthwhile enough to share. - Dave

All future interactions with a client will be seen through the prism of the impression you leave with them at the first meeting. Here are a number of suggestions to be ready for a ‘C’ level (CEO, CFO, CIO, CTO, COO, etc.) meeting.

1. Be on time - If you commit to an appointment time, please do all you can to fulfill it. Everyone’s time is valuable and they have agreed to share it with you.
2. Understand the value of first impressions - If you are at ease, then the prospect will be as well.
3. Listen - We have two ears and one mouth. My discovery is we can listen twice as much as we talk and I have taken that into meetings with me.
4. Give short answers - Please do not feel the need to impress them with in-depth knowledge. If you are pressed for a specific answer, that is a buying signal. Give an answer designed to say yes to their inquiry.
5. Finally, be the first to get up to leave - Watch for the ‘Times Up’ signal (looking at their watch, taking a phone call, no more questions).