Every decision-maker puts his or her pants on one leg at a time. People are people, and leaders of companies are smart people trying to do their jobs really well. They do, however, think a little bit differently which is important to understand when serving this group.
Smart Ones (smart decision-makers) have reached their leadership positions because they’ve gotten very good at cultivating the most important elements of business success. When you boil it down, there are really only three:
- consistent increases in revenues;
- sustained increases in efficiencies and effectiveness; and
- ongoing lowering of expenses.
Smart Ones think in these terms day in and day out. They want to create long-term value for themselves, their employees, and their customers. They are constantly on the lookout for measurable and sustainable results that provide one or all of the above.
Consequently, it’s up to us to present our products, services, and solutions in such a way that Smart Ones can understand and immediately see the connection to more revenues, lower expenses, or increased efficiencies.
Anthony Parinello is a legend in sales training and has helped people worldwide think more like Smart Ones (though he calls them VITOs – Very Important Top Officers.) Watch below as Parinello explains what a Smart One really cares about.
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