I Love Selling to the Executive-Level–Not!
|09/19/2016||Posted by BusinessMediaguide.Com under General World News||
How many books are there on selling to the Executive-Level/Economic Buyer? One would assume that with so many books written on the topic, this should be happening all the time. However, few salespeople still are able to elevate their contact level to the economic decision maker.
First of all, what are the barriers from a seller’s perspective?
1) Fear: It is outside their comfort zone. Many do not feel they can pull off an executive meeting. “The Executive-level doesn’t care about my product/service” is the common refrain from salespeople.
2) Adding value: There is an old saying that senior-level decision makers are more interested in read more >>>