Advanced Sales Training - C-Level Selling

C-Level Sales Training Tips 9
Overcome Executive Intimidation for C-Level Selling

Anxiety is the uneasy feeling when thinking you have to approach a senior level executive, doctor or high government official.  It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience.  So it’s your own imagination that creates executive intimidation.

This negative projection also turns you into your own biggest gatekeeper.  Because of your discomfort, you’ll tend to rationalize why you don’t need to get to these high level people.  Additionally you’ll look for evidence on why they don’t what to see you, such as they are too busy or they only want to meet managers at their own level, and you’ll create your own roadblocks. 

The antidote to anxiety is preparation and positive projection.  Think about it.  You really don’t know what’s going to happen so why think that it’s going to be bad.  Think that sooner or later they have to get the information so it should come from you.  Say to yourself that you are capable enough and smart enough to go face to face with a corporate exec, high government official, doctor, etc.  Executives are law-abiding, normal, working people – no different than you.  So visualize the experience as enlightening and productive. 

Preparation is your best weapon.  Preparation will help you feel more comfortable and confident.  Practice what questions you’ll ask.  Brainstorm by yourself or with others what you want to learn and what keywords you’ll be listening for.  Role-play how you’ll introduce concepts, and make suggestions.  Use your Golden Network for information about the person you’re going to meet.  They will give you some facts and impressions so you’ll start imagining the person as a regular Joe or Jane. 

Common Situation

Powerful People Make You Uncomfortable

You’re uncomfortable with the thought of trying to meet with the higher-ups in your client’s or prospect’s organizations.  As a doer or sales person, you’re content to meet and work with the functional people.  You feel addressing the specs with a great presentation or price is all that’s required to win.

Resulting Problem

You’re at the Mercy of Subordinates Who Stall, Price Gouge, and Can’t Say Yes

Lower-level people push for everything they feel is important (in their minds) and push for other things they just want.  Yet, they are not the ultimate decision-makers.  Subordinates are more uncomfortable than you with their bosses.  So they also avoid them, and basically assume to know what the bosses want.  Consequently, their perceptions of what’s critical to their bosses are usually incomplete, biased or wrong.  If you only get subordinates’ interpretations, you won’t know what’s really going on.  Therefore you won’t know what message to present that will really win over the leaders. 

Check Yourself

Score:   4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.

1.   Do you consciously try to meet people at higher levels by asking for introductions? 
   

2.  When you see an opportunity to interview a higher-level person, do you jump on it?
   

3. Do you feel the executives are not interested in what you sell?
   

4. Do you feel it’s critical to meet the top people?

Scoring: (    1   +    2   + 4  ) – (    3) =   ??

            ( ___ + ___ + ___ + ___) – ( ___) = ___

6 is good but to learn more click this link;

5 or less means you need work.  Click to this Executive Intimidation Solutions link where you'll find information on strategies, tactics and techniques - the HOW's - to overcome Executive Intimidation.   It's a 10 page E-Book with  examples, suggestions, and exercises to help you become confident approaching c-level execs, gov't officials, doctors, etc. 

Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales.  His hands-on coaching turns individuals and sales organizations into selling whirlwinds.  Sam’s selling awards and $ Million sales  recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention.  Follow Sam’s C-Level Selling Blog for more insights.   Sign-up for his free Selling E-Zine. 

Call Today for More Information 1-866-Sam-Manfer or Send an E-mail Now!!

Just click mailto:sam@sammanfer.com

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