Who do you know - Part ll

Swimming upstream to gain acceptance is tougher than swimming downstream with the current behind you! Have you tried to gain access to the senior executive that will make the ultimate decision to purchase your goods or services? If not - your dead in the water!
Access to power is key in ratcheting up your probability in closing the deal. Why is it that most salespeople are intimidated by the "C" level executive. Most likely - fear of rejection - get over it! If you cannot - consider another job! Chances are you can find a common ground in which to use as a springboard for your first discussion. She's a sailor, a black-belt, an avid collector of antiques, has a family, vacation spots - you name it - there is almost a guarantee that you have something in common. Find out what charities this "C" level executive is passionate about and attend some of the functions. Even consider - if you feel strong about it- joining the charity.
I did once - and it paid tremendous dividends. Not only did we engage for millions of dollars in service - I gained a friend along the way.
Now that you have that elusive appointment - now what? Is the sweat beading up on your brow as you contemplate that first meeting? Will he/she reject me? What will I open with and say?
- See next post....
Good Selling,
Ed