Talking to executives can be too intimidating especially when you’re new to sales. Getting in front of people who are “more important” than you can be real challenging but this is a limiting belief that can hold you back. So you have to do something about this.
That’s why I’m sharing with you strategies to help you with this whether you’re new to sales or fresh out of college or just new to a certain industry.
Strategies to Not Get Intimidated by Executives:
Change your mindset. They are no different than you. Realize that these executives are no different than you because they bleed just like you do. They’re human beings, not superheroes. Before they even got to that level in their company, they must have started out just like you did. They have lives and families. They too have insecurities, worries, and concerns, They get nervous, afraid, shy, hungry, sick – all of these elements. Take them out of their CEO role and put them on a street and you would probably see them just as yourself. So see them just like that. You have something of great value and worth. The challenge is you have put up these roadblocks.
You may think they know more than you do, but they may actually be intimidated that you coming as a rep is an expert in your particular field and they know nothing about it. So learn to see them as human beings just like you are.
Here’s a quick tip: List down all the attributes of your clients and do a little research about them. Write out what you know about them that makes them human.
When you know what you’re talking about, you become more confident. So don’t wing it. Come to the table prepared. Practice, practice, practice. The more your practice, the more confident you’ll be. You will then be able to say and perform like an expert. You don’t even need to be an expert in everything in the business, just the main things that apply to you. Own it and be an expert.
Try to find an executive in your network or a local executive in your organization. Ask some of the things they want sales reps to know before sitting down with them. Or just tell them honestly it’s intimidating to be talking with executives, what can you do to not get intimidated when you meet with an executive. They’re definitely going to say you have to come prepared so you won’t get intimidated and have a meaningful conversation. Speak their language and you will have a great time.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.