1 in 25 Sales Professionals Will Be Shocked to Hear This!

There are a few sales professionals that really “get” the
power behind this priceless insight. Others completely miss
the significance or undervalue the power behind it.

Hopefully, you are the one who “gets” it and your
competitors are the ones to remain ignorant of this gem of
thought.

Those who know this shocking truth close lucrative
contracts by regularly conducting meetings with THE
decision makers. Those who don’t know this regularly
conduct meetings with low-level decision-makers.

What’s the difference between the two? Mindset. There are
those who believe they can and those who believe they
cannot. Both are right.

That thought as valuable as gold can be unearthed in the
telling of this story.

During coaching call sessions, I make the “mindset” point
by sharing this slice of life vignette with clients …

A while back my favorite FAX machine of all time broke. I
wanted another one just like it and went through quite a
bit of effort to contact the manufacturer to order another.

After 45 minutes of stumbling around, asking questions, and
failing to fulfill my order, the company’s customer service
representative (there’s an oxymoron) said it couldn’t be
done.

I thanked her for her time and asked for my call to be
elevated to her supervisor or manager.

To which her response was, “I’m it. I’m the highest person
you’re going to get to in this company!”

My response was to thank her again and to get off of the
phone. The next stop, Tokyo.

After taking a few minutes to surf the Internet, capturing
the contact information of the President of the company,
and realizing to he was based several time zones away, in
Tokyo, I opted to send a brief email to his attention. The
email read:

“After dialing 800-xxx-xxxx and spending 45-minutes with
the customer service representative trying to order a fax
machine from your company, I was unable to do so. If this
were my company I’d want to know about this scenario. Knew
you would want to know too.”

Within 48 hours of hitting the “send button” two, new FAX
machines were sitting in front of the office door. The
Regional Director of said company called me personally to
advise that all customer service reps were being retrained,
and to quickly ask what were the top three areas of
mistreatment that I had received-so those areas could be
addressed.

What does this have to do with a huge insight that when
embraced will absolutely, positively, no-doubt-about-it,
leverage your selling time into exponential increases in
sales and income?

Pay close attention.

Your attitude and your beliefs make all the difference in
the world. You belong at the top. Your time is valuable.
Your concerns are most efficiently and effectively
leveraged by the top decision-makers.

Most of the sales professionals who hear this story
laughingly say, “I would have told that customer services
rep ‘what for’. And would have demanded to talk to her
boss.”

And shake their heads in disbelief, “No, president is
interested in that kind of little issue.”

The most successful sales pros, shake add …. “Company
Presidents worth their sales are most definitely interested
in identifying and finding solutions to problems. In fact
those two things make up almost their entire job
descriptions!”

Besides that, the successful sales pros continue, “The
other meaningful information you’re missing is … how much
of your valuable selling time is spent with low level
decision makers such as the customer service
representative. Why on earth would you continue to waste
your time with someone who has no interest or ability to
resolve the problem? That’s a waste of time that you could
be selling.

Could anyone have contacted the President with valuable
information? Absolutely.

How many people actually do?

Was there a payoff for cutting the call with the
representative short and going straight to the top
decsion-makers? You bet. The problem was quickly resolved,
I got more than I expected, and my time was free to spend
elsewhere.

That’s the way it is when you meet with THE decision
makers. Incredibly fast, over and above what you would have
expected, handled quickly.

How much more interested are company Presidents going to be
in your products and services; solutions you bring to their
other business problems?

Very few sales professionals take advantage of these
nuggets of business wisdom because it is not within their
realm of possibilities that such a meeting could actually
occur. They never recognize the  “No” begins in their own
minds..

Take care so that your thoughts don’t paralyze your
actions. Know you belong at the top and be one of the few
who successfully sell throughout the executive suites!

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For your mini-course “Jealously Guarded Secrets to Cold
Calling Company Presidents” visit
http://www.ColdCallingExecutives.com ! Or call Cold Calling
Expert, Lead New Business Development Coach, Leslie Buterin
(like butterin’ bread) at (816) 554-3674 9-3 CST (that’s
Kansas City/Chicago Time)