One thing to afraid to call it that good executives are executives. They are decision makers, the Big Kahunas, The Top Dogs!
Executives are the leaders of the pack. As in the animal kingdom, the dogs are "Alpha". Other puppies fall in line to growl and bare their teeth Alfa.
Respect for Authority Alfa which automatically activates for many sales professionals who cold call executives. As they seek to please, to be seen as worthy, , granted an appointment with the top decision maker.
Getting a "Top Dog" The appointment is an admirable goal. A goal that quickly turns into disappointment for the young pups who are rejected and sent to play with the rest of the package, the "Bull Dog" (assistant director) that guards the door.
When the wizard says: "The Executive will not be interested in such things." Cubs turn, put his tail between legs and moan as they return to whence they came.
You young pups, rookie sales professionals avoid such disappointment? You bet that when can they learn the rules Top Dog.
Alpha dogs are sniffing dogs when Alpha. They know the rules, respect the limits, and if / when is mutually beneficial partnership that will make the alliance.
Alpha dogs and followers do not match. As the alpha dog're expected to follow. And whoever follows Pending that behaves like a follower.
What the hell does this have to do with sales professionals who call the executives? Many!
Successful sales professionals know they must speak in "Top Dog" conditions to win their respect, be seen as a leader, and be seen as another alpha dog. This position is done as we speak in terms of sales pro alpha dog. We know and use the right words, the right language to be admitted to the rooms of executives. These words earn the privilege of frolicking with the Top Dogs.
These successful sales professionals in the same never, never use the word followers are accustomed to use. You know, those are "permission-based," words that customarily used by followers to leaders.
These knowledgeable sales professionals use the word Alpha leaders use when communicating ideas and possibilities for evaluation.
Phrases such as "may," "I" "Could you," and "Could you" … are the beginnings of authorization based on "low level" talks. For example:
"Can I schedule on your calendar?"
"Can you tell me when to take it in person?"
"Could to take a message? "
"Could you ask if you can see him?"
In the instant that he used words like the "Bull Dog", the executive assistant Perk ears as she recognizes that not belong to the executive level. While recovering from the speed with regards executive secretary the sales professional manufacturer caught a lower level of decision … Pro sales question, "What happened?"
And think, "I worked up the nerve to ask the executive suite. I was well prepared when I made the call. Then I went to voice mail in a person in the organization. Call for executives is a good idea, but a place impossible to schedule a sales call. "
You can program executive level calls sales with confidence if … you can speak your language.
The words on the left side of the table position, as part of the herd. The words on the position right side, as Alpha Dog in your area of business.
Delete the words base permits
Get you the boot.
Alpha Growing base words
Appointments Get You Top Dog!
Can I schedule on your calendar?
I'm calling to get on your calendar. When is best for him on Tuesday or Thursday?
Able to tell me when to take it in person?
What is the best time to catch him in person?
Do you want a message?
This is what I'm looking for … (assistant automatically take a message because of the authority in his voice)
Could you ask him when you can see him?
Tell me what looks good on your end this week or next?
Take a hard look long time in the sequence of cold calls you currently use. Replace all permissions based on words and phrases with words that your position as Alpha in your industry. Remember, never people who belong to the top ask for permission. Ever.
Send this message to your friends – I give you thanks for it!
For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time).
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