If you’re not yet a top-down sales strategist, give it a go.
When doing business at the top you’ll be amazed how glad executives are to see you. How quickly they treat you as an equal, value your services, and want to do business with you and only you!
You’ll Be Relieved To Stop Wasting Daylight In Endless …
Low-level, committee meetings with people who don’t have the authority to say, “Yes” in the first place! And glad to spend time with THE decision makers who can sign off on unlimited checks, “Made Payable” to you.
Prospecting company presidents is a great way to do business that you’ll commit to as soon as you’ve had your fill of endless callbacks, referrals down the ladder, and words like, “Don’t call us. We’ll call you. ”
When you know in your heart of hearts your products/services are valuable, you’re ready to do big business now AND earn a good return on the very products and services you’re so passionate about!
You’re thinking will be … “I’ve got the goods … now, how can I get in to see the Top Dogs?” And you, too, will make your move and actually call a company president.
Never in a million years will I forget the first time I made my first high-level call. Oh, I’d like to forget, but the memory seems to be chiseled in my brain like a name in black granite. So, grasshopper, learn from the mistake made by me and by others. Learn this one important skill.
Spare Yourself The Humiliation.
But I’m getting ahead of myself.
I was confident that I’d figured out all the subtleties of securing executive-level appointments. So, I picked up that phone, called an executive officer and learned that the administrative assistant was out of the office.
“What a relief, ” I thought, “I can talk directly with the decision maker and avoid the game of phone-tag follow-up. ”
The executive picked up the phone, listened to me, and in less than two minutes said, “I’d be glad to schedule with you; what’s a good date for you?”
The first words out of my mouth—after “tee hee” were, “Oh, you would?”
I frantically searched through a pile of papers on my desk to find the calendar, dropped the phone that was scrunched between my shoulder and ear; hunted for a pen that worked. My reaction could be a comedy routine. I was incredibly thankful the executive couldn’t see my lack of preparation and my red face. Well, at least I learned to be prepared the next time.
Flash forward to a recent telephone consultation with a big, burly, manly man, sales pro.
In The Kind Of Hushed Voice A Priest Hears In Confession He Confided In Me.
“I did every thing you told me to do. I stood with pen in hand and an open calendar as though I were speaking to the prospect face-to-face. My diaphragm was positioned to supply air to my voice, making it stronger and clearer than if I were sitting down and speaking. My desk was uncluttered, my calendar accessible, and my focus clearly on scheduling a sales call with the President of a humongous defense contractor. I got his voice mail and left a compelling message. ”
“So, what’s the problem?” I asked.
“I did the one thing you told me absolutely, positively not to do. When he called me back, I said, “Hello?” He told me who he was and I …. ”
At that point my client could hear solemn understanding in my voice, “I’ve been down that road myself. I’m sorry you had to go down it, too, but life will go on. ”
After years of learning, achieving expertise, coaching others to do the same … here it is, the one thing we all do, that you really don’t wanna do. The seemingly involuntary act that’ll shoot your credibility all to heck and fell even the biggest, baaaadest of sales pros who unwittingly let it surface. When you finally figure out how to do all the right stuff and the CEO calls you back, please … don’t giggle.
Forward this article to friends—they’ll thank you for it!
For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com ! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time).