The Secrets to Selling to the CIO

We are all selling change, and change is scary. We think that buying our product is about functionality and cost, but our deals often do not close because the client is scared of change. So how do we prevent this unspoken obstacle in our sales? That is the main topic of today's interview on the Brutal Truth podcast.

Here is what you will learn:

• When to approach the topic of change.
• How to surface the inevitable roadblocks that our deal will face.
• Why deals stall and why clients do not share the real reasons.
• How to block out our competitors.
• Why budget is bs.
• How to win when there is no Budget.
• What the CIO wants from a salesperson.
• How to get a meeting with a busy CIO or any executive?

This interview is with a superstar salesperson with an unbeatable track record so if you want to learn from the best, do not miss out on this one.

You can hear the full interview on iTunes, and Spotify or watch it on YouTube.

For more best practices, follow me Brian G. Burns