START contacting the CEO when COLD CALLING and FORGET about EVERYONE ELSE!"
by Pop Icon Mr. Cold Call™
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As I speak with more and more salespeople I'm finding one common problem? And what might that problem be? Instead of shooting to the stars, I'm finding that these salespeople are targeting the lowest-level prospect.
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Rather than working their way down the executive hierarchy these salespeople are prospecting way too low on the company chain. They are creating way too much work for themselves. And the funny thing about all this is I used to do the same thing when I began cold calling. I used to think, "The CEO doesn't have time to speak with me!" My thinking was wrong! It was completely backwards and now when I hear a salesperson speak those words I get a good laugh.
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Cold calling CEO's, Presidents, Business Owners and very high-level executives is really a much better use of your time. You will achieve much greater results if you aim to the top of the executive chain. Get rid of those thoughts that the CEO is out of your league. Reverse your thinking and start thinking, "What is this CEO really thinking about?" How can you help them help take market share? What can you do to reduce their costs and maximize their productivity? Think strategically, think creatively, do your research about their company and industry and the CEO will listen to you! For more great cold calling and sales prospecting tips visit our A to Z Tips Section.
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