HTSS02 - Sell to C level executives and close deals - Mark SA Smith & Scott Sylvan Bell

October 11, 2016

Mark SA Smith is a bestselling Author and co writer of Guerrilla Negotiating as well as 11 other books about business. There is a skill of helping businesses find the right customers through research that Mark hasto share that you can benefit from.

2:15 The major reason why CEOs do not fall for persuasion or common sales tactics and how they really hurt you when selling as well as some of the best questions to ask a CEO to gather information before you even try to give a presentation.

7:35 Why you need to use influencer selling in order to get to the real decision maker and why Las Vegas is the only place where an elevator pitch really does work

12:41 The 4 priority questions that must be answered before even trying to sell to executives and how to know how much of a priority the sale is. There is also a built in secret to know if the sale can even be made

15:35 Why an executive needs to know to manage a project you are selling and how to make sure they understand how the project will work with outcomes, deliverables and payback. This story should be framed as a competitive advantage.

21:01 The problem with traditional strategies to get in touch with executives and how a book can help you validate your position,project or product and how to use Linkedin to connect the right way with Executives.

24:30 The important reason why familiarity reduces risk and how trust is an important catalyst of gaining the sale and the one way you can get your foot in the door with Executives

26:35 How to use a sharpie marker unique way with large writing to your advantage to help close your deal using the power of consistency and trust.


A few of the books Mar has written are:

Guerrilla Negotiating:Unconventional Weapons and Tactics to Get What You Want

Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales

Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person

You can find more content from Scott Sylvan Bell and Dale Bell at



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