As a sales professional, you’ve got your work cut out for you when pitching to the VP of Sales. They’re experienced and have a wealth of knowledge at their disposal, and their decisions can make or break a deal. But don’t worry — with the right approach, you can make a successful pitch to a VP of Sales. Here’s what you need to know.
Tips for Selling to the VP of Sales
Know the VP of Sales
The VP of Sales is an important buyer persona and a key decision-maker. It’s essential to do your research before getting on a call with them. Learn about their company, their team, and the products and services they offer. Understand their goals, their challenges, and their needs — all of which will help you tailor your pitch and customize it to their requirements.
Be Honest and Transparent
Honesty and transparency are important factors when selling to the VP of Sales. Don’t try to pull a fast one on them — VPs are aware of every tactic out there. Be straightforward with your intentions and explain how your product or service will improve their ROI, help their team achieve scale, and increase efficiency at work.
Know the Price Point
The VP of Sales is an excellent judge of the price point at which your product should sell. Don’t quote an exorbitant price and then try to negotiate it down. Do your research and quote a price that’s both fair and reasonable.
Do a Detailed Discovery
Understand the pain points your clients have and identify the key points of concern. These are typically the credibility of your brand, expected ROI, and how quickly their team can set up the system and get it running. Identify this early on, then the timeline and pricing don’t really matter.
Be Prepared
The VP of Sales is a busy person, and so come prepared for the call. Have your sales deck ready and customize it to their needs. Show them how your product or service can help them achieve their goals. Have a clear understanding of the timeline and be ready to answer any questions they might have.
Be Patient
VPs of Sales often have time constraints, so be patient and don’t rush them. Listen carefully to their questions and address their issues one by one. Try to build a relationship with the VP of Sales — after all, they may become a valuable customer or even a future business partner.
Conclusion
No matter what industry you’re in, selling to the VP of Sales is a must-have skill for any B2B sales professional. Research the VP of Sales and their company, and make sure to prepare a compelling pitch that highlights the value of your product.
If you’re able to do this, you’ll have a much better chance of winning the VP of Sales over. Good luck!
