One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take it you see the issue here. This one fear separates the core performers from the top sales producers. But how does one break out of the pack and become a top performing seller?
Well, in this episode I break down the trepidation I faced when speaking with the “big wigs” and how I overcame it. Here are the main points:
- Understand that they are human just like you and are approachable. In fact, many others are approaching them daily and they are surviving
- Be prepared by knowing what they value the most and tailor your message towards that
- Practice, practice, practice. Do role plays and pretend to ask the most common questions top executives would ask
- Get on the phone and make some calls. The more you do it, the more your confidence will become rock solid
If you do this, in no time you will be chatting away with the big wigs, building relationships, identifying challenges and closing deal with them. I’m serious, it works. If you have any further insights you’ve implemented for speaking with executives, feel free to share. I would love to hear more. Well, until next time, go and DO BIG THINGS!