Salespeople we’ve both worked with in our respective consulting practices speak of a moment of terror that occurs after they’ve stormed the gates, swung a grappling hook at the tallest tower, and climbed the rope to the top. As they finally stand in front of their target executive, how do they establish their credentials so that they can avoid being thrown back out the window? This chapter reveals what executives have told us you can do to win the keys to the kingdom.
Executives use their first personal meeting with a salesperson to answer specific questions:
• Does the salesperson understand our needs? Has he done his homework on our key business drivers?
• Has he been able to ...
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