Gaining a first meeting with senior-level executives is relatively straightforward for most professional salespeople with a bit of preparation and personal chutzpah. However, gaining return access to those same executives again and again is the real art. Executives don’t waste time with people who add no value. More challenging still is building the type of trusted relationship where the executive will call you to discuss issues that are unrelated to anything you might be selling, but that are on her mind and that she hopes you will have insight into because she respects you as someone who has the pulse of the market. This chapter reveals how to develop this type of rapport in ways that come across ...
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