Feb 2, 2016
3 mins
One of the greatest advantages in selling is the ability to understand how CFOs (a typical approver) think. That’s particularly true if you’re selling a technology solution. Why? Tech sales generally represent large investments, and the job of any CFO is to make sure that any major expenditure will yield measurable results and a good ROI. As the steward of money within the company, CFOs wants to make smart investments. Your job as a seller is to provide proof of value. Although you might be extremely personable, likeable, and engaging, it’s important to realize that the typical personality of CFOs is not built to make decisions based on whether or not they like you.
