Salespeople Need a Strategy for Selling to CEOs
Harvard Business Review
OCTOBER 13, 2016
It’s about active listening: be better prepared and more granular in your questions. As Tom Magnuson, a CEO of a top-10 global hotel chain, told us: “I get hit on a lot by vendors and hardly ever buy.” The salesman was successful because he knew what Magnuson needed and provided insights about his hotels.
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