Thinking about what causes good b2b sales people to lose their confidence, feel inadequate relative to a key executive and question their right to engage a key executive prospect. Thought I should share this information so you can begin to manage their impact relative to your b2b sales success.
Yes, their are critical factors keeping b2b sales people in knots due to their personal doubts about their own abilities or merits to engage these top level people.
NEWS FLASH: These top level executives have a major match point to you – yes, they are human beings just like you! Therefore, they put their pants on the same way you do, tie their ties just like you and use their ability to talk in making the communication process effective. From this point of view, you are both equals.
So, what are these big eight critical concerns in dealing with top level executives? Here are the eight concerns, presented as questions, I see and hear about most often…