Stop Begging - Start Your Sales Calls at the Top of an Organization

In today's environment, we must stop acting and looking like beggars recognizing that we can help buyers.

Let the others wrestle it out at the procurement department and with the low-level influencers.

In today's environment, the best salespeople call on decision-makers, presidents, executives, and CEOs.

Why? Because presidents, executives, and CEOs don't have budgets. They make budgets.

To connect with an executive of a company, you need to present yourself as having equal business stature.

It would be best if you learned to sell the way an executive sells. You need to read their books and use their techniques.

The only way to blot out your competition for good is to be in the ear of the CEO or president and become one of their trusted advisors.

Now stop and count.

Of all of your prospects, how many are you calling on at the highest level possible?

If zero, expect to fail or have an excessively long sale process.