The role of CIO is laden with vital responsibility, and part of that responsibility is acquiring new supplies for the organization. So if you are trying to successfully pitch a sale to the CIO, how can you do so without completely aggravating them? In an article for CIO UK, Chloe Dobinson shares what not to do when pitching to the CIO. There are three rookie mistakes a salesperson should avoid:
- Do not be generic.
- Do not be underprepared.
- Do not undersell.
Really captivating your targeted CIO is not easy, and what you need to avoid is being too generic. Try to get a direct line of communication to the CIO and avoid social network sites. You should also be mindful to keep the pitch concise. Ask your questions specifically, so the CIO begins to think outside of the normal technical box he is so trapped in with these mundane calls.
Always be prepared, especially when you are pitching to a CIO. One of the best ways to be prepared and really dazzle the CIO is to do your research and see how our products can help their business. Tailor-made descriptions differentiate you from the myriad of other competitors just looking to get the CIO on their side. Perhaps you can even be a customer of the business, so you can experience firsthand what the problems are and you can pitch the right products to solve it.
One of the most important skills you need to possess is a great understanding of the products you are trying to sell. Be passionate and confident about the product, because this is what will set you apart from competitors and help the CIO to see why you or your product are the right fit.
You can read the original article here: http://www.cio.co.uk/cio-career/how-not-sell-cio-3641641/