Getting a meeting with an executive is not that hard. In fact, if you’ve been in sales very long, I’m sure you have had several. It’s the second meeting that is more difficult. The executive may need time to forget how the first meeting went before granting a follow-up. Or, you may find more qualifying questions; “What do we need to talk about”, or “Can you send me an agenda”. Interpretation; “Let me qualify this before scheduling”, and in the back of their mind they are thinking, “This probably isn’t necessary or important”. If this is happening, it is likely a result of not having the right message first time around. While all good sales books urge us to call high, calling on executives in itself is not useful. It is what gets accomplished in this meeting that counts. And if nothing significant is accomplished, it does more harm than good. Be prepared to offer real value or forget it.
© 2011, David Stelzl
