Selling @ CEO's

It always boils down to positioning value when selling at C Level anywhere, more so in services sales. Its all about articulation and clear communication of scope that wins you more deals from same customer and also helps you add more customers to your existing portfolio of offerings.It is good to have a one-off great impression sale, the bigger challenge is to foster relationship based selling, which ensures multiple-sells in future.

Positioning yourself as a solutions-provider rather than a product/service vendor certainly helps. Follow an 80:20 rule while interacting with "C" level individuals - 80% listening and 20% talking. It certainly works if you LISTEN to your prospect's problems and then give him the specific information he needs.

Do your research!! Ensure that you have all the facts straight about their current situation, incumbent suppliers, costs, contract renewal dates, satisfaction level of existing services, internal sponsors, etc, etc. Only then will you be able to confidently pitch your services knowing what the C level contact is going to want to hear. If you can tell him/her what he/she needs, rather than asking them to tell you, they'll always be impressed and at least give you some of their time.

The first question you need to answer is, "who really owns the problem you're going to solve, and who owns the decision you want made?". If it is indeed the CFO or CEO, then the feedback others gave regarding forget the tricks and techniques and just call them, and talk to them about something they care about. The first thing you’ll need to figure out, is why would the CEO or CFO care about your product or service. I can guarantee you, the fastest way to ensure a C-level call goes badly, is to start talking about your product or service. What most senior executives care about is solving problems or achieving specific goals.

So the first thing you need to figure out is, what does your product or service do that will help the CEO solve a problem or achieve a goal that they are personally responsible for. For the CEO some examples might be issues that impact Business Continuity, Overall Revenue goals, (especially for public firms), Company Image or Reputation, etc and for the CFO goals or problems around Profitability, Cost Reduction goals, or Cash Flow. Google the CEO or CFO or look on the company web site under Press Releases, see if they've publicly stated any goals in this regard, then align what your solution does with how it would fundamentally impact those goals. This will also give you some context about how they talk about these goals or problems from their perspective.

The most important part of a C-level call, is to first get them to confirm if they have problems or objectives around the issues you want to talk to them about. That can only be accomplished with intelligent questions, not with a “product pitch”.

The interesting thing about C-levels, is that if you really you can help them achieve their goals or solve their problems, initially they won’t really care if you do that by Training, Software or Gerbils in a wheel. They just care about the problem or the goal. That’s why you talk about the Problem or Goal first, and how you help second.

Last piece of advice, keep it short and to the point. Don't build rapport, don't ask them how their day is going, instead, just tell them why you're calling, why you thought that would be important to them, and then ask them if that's important to them and then shut-up and let them answer. If you can indeed align yourself with their C-level goals or problems, you'll be surprised how many will be open to a brief and to the point conversation.

And yes, never forget the golden rule "you need him more than he needs you"

Tribute to Nusrat Fateh Ali Khan Sahib

Yeh Jo Halka Halka Saroor Hai Complete 1 hour 7 mins with lyrics


Part 1
http://www.youtube.com/watch?v=TPeVvsIyDdE&feature=related

Saqi Ki Har Nigah Pay Bal Kha K P Gaya
Lehroon Say Khailta Hoa Lehra K P Gaya

Ey Rehmat-E-Tamaam Meri Har Khata Muaf
Mein Intiha-E-Shouq Mein Ghabra K P Gaya

Peta Baghair Izm Yeh Kab Thi Meri Majaal
Dar Pardah Chashm-E-Yaar Ki Shay Pa K P Gaya

zaahid..ya meri shooki ha zinda na dekh na..
rahmat ko baatoon batoon main beh laka pee gaya..

oodi oddi ghatayana aati hai...mutriboon ki navaanay aati hai..
kis ka gahsson goona hain sawan main..mehke mehke hawayan aati..

aavo sah la chaman main raks kara..saaz laka ghatayana aati hai..
dekh kar un ki aankhaddiyoon ko wadan..meh-kaddon ko haya aati hai...

Paas Rehta Hai Duur Rehta Hai
Koi Dil Mein Zaroor Rehta Hai

Jab Say Dekha Hai Un Ki Aankhon Ko
Halka Halka Suroor Rehta Hai

Aisay Rehtay Hein woh Mere Dil Mein
Jaisay Zulmat Mein Noor Rehta Hai

Ub Adam Ka Yeh Haal Hai Har Waqt
Mast Rehta Hai Chuur Rehta Hai

Yeh Joh Halka Halka Saroor Hai
Yeh Teri Nazar Ka Qasoor Hai
K Sharab Peena Sikha Diya

Tairay Pyar Nai, Teri Chaah Nai
Teri Behki Behki Nigaah Nai
Mujhay Ik Sharabi Bana Diya…
............................................................................


Part 2
http://www.youtube.com/watch?v=lfF5Z2JYvHY&feature=related

Teri Behki Behki Nigaah Nai
Mujhay Ik Sharabi Bana Diya…

Sharab Kaisi, Khumaar Kaisa
Yeh Sub Tumhari Nawazishein Hein

Pilai Hai Kiss Nazar Say Tu Nai
K Mujhko Apni Khabar Nahi Hai

Teri Behki Behki Nigah Nai
Mujhe Ik Sharabi Bana Dia

Sara Jahan Must, Jahan Ka Nizam Must
Din Must, Raat Must, Saher Must, Shaam Must

Dil Must, Sheesha Must, Sabu Must, Jaam Must
Hai Teri Chashm-E-Must Say Her Khaas-O-Aam Must

Yoon To Saqi Her Tarah Ki Tere MaiKhane Mein Hai
Woh Bhi Thori Si Jo In Aankhon K Paimane Mein Hai

Sub Samajhta Hoon Teri Ishwa-Kari Ay Saqi
Kaam Karti Hai Nazar Naam Hai Paimane Ka.. Bus!

Teri Behki Behki Nigah Nai
Mujhe Ik Sharabi Bana Diya

lahra ka jhoom..jhoom ka la..muskara ka la..
phoolo ka ras main chand ki kirana mila ka la..

tuu ja rahI hai rooth ka rangee liya bahar..
jaa ek martaba ess bar gala ka la..

sagar shikanj hai sheek balanoosh ki nazar..
sheesha ko zaIr samna rangeen chupa ka la..

kah ta amoora a rafta kabhi loot ti nahi..
ja makada sa meri jaani utha ka la..
...........................................................................

Part 3
http://www.youtube.com/watch?v=I3rcmaAwO18&feature=related

mera saaki saaki mera saaki...

main na maana jinab peeta hoon..
ab khuda ba hisab peeta hoon..
log loggon ka khoon peta hai..
main tou phor bhi sharab peeta hoon....
zindagi ka azab peeta hoon..
ban ka khana kharab peeta hoon...
rooza ma mahshar hisab hona sa ka..
es liya ba hisab peeta hoon...

mera saaki saaki mera saaki..

jaam hai..mahataab hai saaki...
saara moosam sharab hai saaki...

baaz lamhaat aaisa hota..jin main peena sawab hai saaki..
mera saaki saaki mera saaki...

aachi peeli kharab pheeli...
thi aag misaala habab peela...
aadat hai ab tou nasha na kaaf....
paani na piya sharab peela....
nasha imaan hota hai....
surahi deen hota hai...
jawaani ki ibadat ki kadar rangeen hoti hai..

tumhara husn agar ba naqaab ho jaya...
har ek chehra khuda ki kitab hoja ya..

jo qayaada sa na ho tou..woh fozool hai sajida..
adab ka sath khata bhi sawab hojaya...
sharabeeyon ko aqeekadat hai tum se..
jo tum pilado tou paani sharab ho jaya..

dil us ka namaazie ban jaya..
aank uski ghulabi ho jaya..
jis ko tu mohabaat sa dekhi..
sakee woh sharabii ho jaya...

meri saaki saaki mera saaki saaki..
saaki saaki saaaaaaaaaaki.....
...........................................................................


part 4
http://www.youtube.com/watch?v=re9Z2McyHeU&feature=related

meri saaki saaki mera saaki saaki..
saaki saaki saaaaaaaaaaki.....

Yoon To Saqi Har Tarah Ki Tere MaiKhane Mein Hai
Woh Bhi Thori Si Jo In Aankhon K Paimane Mein Hai
Sub Samajhta Hoon Teri Ishwa-Kari Ay Saqi
Kaam Karti Hai Nazar Naam Hai Paimane Ka..

Teri Behki Behki Nigah Nai
Mujhe Ik Sharabi Bana Diya

Tera Pyar Hai Meri Zindagi
Tera yaad Hai Meri Bandagi

Na Namaz Aati Hai Mujhko, Na Wazoo Aata Hai
Sajda Kar Leta Hoon Jab Saamnay Tu Aata Hai

Bus Meri Zindagi Tera Pyar Hai

Mai Azal Say Banda-E-Ishq Hoon,
Mujhe Zohd-O-Kufr Ka Gham Nahin

Mere Sir Ko Dar Tera Mil Gaya
Mujhe Ab Talash-E-Haram Nahi

Mere Sir Ko Dar Tera Mil Gaya
Mujhe Ab Talash-E-Haram Nahi

Mera Ik Nazar Tumhein Dekhna
Ba Khuda Namaz Se Kam Nahi

Tera Naam Loon Zubaan Say
................................................................................


Part 5
http://www.youtube.com/watch?v=RjryshA6AAM&feature=related

Tera Naam Loon subah shaam
Tera Naam loon Zubaan Say,
Tere Aagay Sir Jhuka Doon

Mera Ishq Keh Raha Hai,
Mein Tujhe Khuda Bana Doon

Mujhay Bhool Ja'ay Dunya,
Mein Agar Tujhe Bhula Doon

Mere Dil Mein Bus Rahe Hein,
Tere Bepanah Jalwe

Na Ho Jiss Mein Noor Tera,
Woh Charagh Hi Bujha Doon

teri dil lagi ka sadqa..
teri sang dilli ka kurba...

mera ghum pa hasna waala..
tujhe kaun si duva doo...

teri dil lagi ka sandka..
teri sang dilli pa kurba...
...............................................................................


Part 6
http://www.youtube.com/watch?v=Q5y8oBNKbyM&feature=related

teri dil lagi ka, main sandka..

zulf rukh sa hata ka baat karoooo..
raat ko din bana ka baat karooooo..

maikada ka charag madam hai..
zaara aankien utha ka baat karo..

phool kuch chahya huzoor hameen..
tum zara muskura ka baat karo..

yah bhi andazzaa guftugu hai koyi..
jab karo dil dukhaa ka baat karo...

tera dil lagi ka ,main sadqaa...

zara apni shookhi tou dekhiyaan...
liya zulf gum shuda haath main..

mera paas aaya dabba dabba..
muhje saap kah ta dara diya..

dil ki talab hai , aur tammana hai jaan ki...
kya mehrabaniyan hai mera mehraaban ki..
nazook maza jo ho na koyi yaar ki tara....
kich ta hai baat baat pa talwar ki tara....
kimat laga raha hai magar sab ka samana...
dil muft cha hata hai magar bus sab ka samna....
kimat laga raha hai khareedar ki tarah...

teri dil lagi ka main sadqaa..
teri sang dilli pa kurbaan..

meri gham pa hasna wala..
tujhe kaun si duva doon....

qayamat main tera daagain mohabbat la ka uthho ga....
teri tasveer us din kalajaa sa lagi hogi..

kyu ki

meri zindagi...

tera pyar hai bus meri zindaggi...
tera pyar hai meri zindagi....
teri yaad hai meri bandagi...
jo teri khushi woh meri khushi...
mera junoon ka hai mojaza...
jaha apna sar ko juka diya ,
waha maina kaba banadiyaan,,

Mere Baad Kisko Satao Gay,
..................................................................................

Part 7
http://www.youtube.com/watch?v=I7VQcWa-f0o&feature=related

Mere Baad Kisko Satao Gay,

main na un ka sammana..aval ka khanjar rakh diya..
phir kalaja rakh ,dil rakh diya,sar rakh diya...

mer baad kis so satavo ga...

main na kaha..mish ga hai ya.. us na kaha ya teer hai..
main na kaha abroo hai yah..us na kaha shamsheer hai..

main na kaha..chehra pa kyu balkhati hai zulfaa do ta..
us na kaha yah aashqoon ka wasata zanjeer hai..

main na kaha furkat pa teri ,jaan pa khela hoo main..
us na kaha zinda raha yah bhi teri taqdeer hai..

main na tum ko dil diya..
tum na mujhe ruswaa kiya...

main na tum sa kya kiya...
tum na muj sa kya kiya..

mera baaad kis so satavoo ga..

jitna jee chahoo satavoo waqt hai..
bakasoon par muskaravoon waqt hai..

dekh la na main na tadpoo ka ..zaheerrrrr..
shookh sa khanjar chala waqt hai...

meri wafayaaan yaad karo ga...
roovo ga..fariyaad karo ga...
mujhe ko to barbad kiya hai..
aur kissa barbad karo ga...

aa kar bhi nashad kiya hai..
ja kar bhi nashad karo ga..

teri zulm nahi hai shamil ,har meri barbadi main
teri aankhien bheeg rahi kyu mera afsaana sa,,
par ya tou bata do phir ,

mera baad kis ko satavoo ga..

Jo Pucha K Kis Tarah Hoti Hai Baarish,
Jabeen Se Paseene Ki Boondein Gira Di

Jo Pucha K Kis Tarah Girti Hai Bijli,
Nigahein Milaein Mila Kar Jhuka Dein

Jo Pucha Shab-O-Roz Milte Hain Kaise,
To Chehre Pe Apne Wo Zulfein Hata Deein

Jo Pucha K Naghmon Mein Jaadu Hai Kaisa,
To Meethe Takallum Mein Baatein Suna Deein

Jo Apni Tamanaon Ka Haal Poocha,
To Jalti Howi Chand Shamein Bhujha Deein

Main Kehta Reh Gaya Khata-E-Mohabbat Ki Achi Saza Di

Mere Dil Ki Dunya Bana Kar Mita Di, Acha

Mere Baad Kisko Satao Gay,

kuch aasi katellana nigaa hoon main dal gaya..
armaana arazoo ka jinaaza nikal gaya..

kismat phiri to phir gaya , ahbab iss tarah..
dekha humaan tou door sa ,rasta badal gaya

mera baad kis so satavooa ga
Mujhe Kis Tarah Se Mitao Gay
Kahan Ja Ke Teer Chalao Gay

Meri Dosti Ki Balaein Lo
Mujhe Haath Utha Kar Duaein Do,
Tumhein Ek Qatil Bana Diya

Mujhe Daikho Khuwahish-E-Jan-E-Jaan
Main Wohi Hoon Anwar-E-Nim Jaan

Tumhain Itna Hosh Tha Jub Kahan
Na Chalao Is Tarah Tum Zaban

Karo Mera Shukriya Meherban
Tumhein Baat Karna Sikha Diya

Yeh Jo Halka Halka Saroor Hai,
Yeh Teri Nazar Ka Kasoor Hai
Kay Sharab Peena Sikha Diya