8C-Suite Selling

Sight Beyond Sight

Treating illnesses is why we became doctors. Treating patientsis what makes most doctors miserable.

— Dr. Gregory House

In this chapter you will learn:

• The new role of Complex Sales Professional

• How to walk through like a “Challenger”

• Provocative models for executive business-based sales

• Executive Presence: standout C-suite behavior

• When to ask and when to listen in sales

The Internet is changing the role of salespeople in the buying process. It is time to think seriously about what these changes are going to mean for all salespeople. This chapter will help you deal with how the Internet is changing the role of the B2B salesperson in the complex sale using your nonverbal communication.

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