By Brent Nauer
It’s always relevant to identify trends from seemingly non-parallel sources. A trend that’s been going on for quite awhile now is the British accent on American television. Whether it’s a nanny, a chef, or a pop-star judge, it seems like anyone with a British Accent is given immediate credibility. Like them, or hate them, the success is undeniable.

Wouldn’t you like to learn a language that gives you that sort of credibility
in the business community… with Power?

By now you know how important it is to sell to Power. When you’re trying to earn access to Power you must be ready to speak their language. Their language is finance, and metrics are the fastest way to pair your product with Power level pain points.

• Stop selling features. Start showing value.
• A C-level executive is judged upon their ability to increase a company’s earnings and value.
• Review annual reports and website information to understand their language.
• Find out what metrics they care about and how you can quantify them.

Log in or sign up for ZebraU for a brief financial terminology session!

• After you quantify pain points you can determine which ones you are the best at solving.
• Research benchmarks for comparison.
• Present your resulting value claim in a familiar language.

 
Aligning your solution with Power level metrics will not only earn you the right to sit at the table, but will dramatically improve your success once you get there.
If you reach Power without the right knowledge you may find yourself in the following uncomfortable position. 

Wouldn’t you like to have the answers to Power’s questions, understand the questions they are asking and feel confident in starting a value discussion as a sales rep? There is no substitute for preperation. So learn the language, or let us help you. The British accent is optional, unless of course you’re one of our readers in England. Cheers!

If you get a chance check out Kristi Shoemaker’s blog at EcSell where Selling to Zebras was recently profiled!