CHAPTER 12

SPECIAL TIPS FOR AND ABOUT SENIOR EXECUTIVES ON SELLING SQUADS

Inviting a C-level executive to—or, if you’re a senior executive, accepting an invite to participate in—a sales or client meeting can only be a huge positive, right?

Early in my sales career, I heard the CEO of my company say to us that he wanted to spend more time doing customer calls. So on those rare occasions when a prospect visited our headquarters, I looked for an opportunity to include him. When a prospect I had met at a conference called to tell me that he was going to be in town for other business, I thought, This is my chance. So I was thrilled to find out through the CEO’s assistant that he was available and would be delighted to make the time. Locked and ...

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