C-Level Selling Tip 10 - Executives Are too Busy and/or Have No Reason to See You



Posted: Wednesday, November 18, 2009

by Sam Manfer
Sam Manfer, Sales Consultants

Too busy is a form of executive intimidation (Tip 9). Basically you are uncomfortable and you rationalize that your offering and/or you aren't important enough to warrant a meeting. You sensitize yourself so much that when someone says the boss is too busy, you suck-into believing it immediately.

People are too busy only when they don't see a reason to see you. If you create the reason in your own head, because you're uncomfortable or you feel you're not important enough to break into someone's schedule, then that person will always be too busy.

So here is the reason they will want to see you. If nothing else, believe this people at the highest levels will make the final decision and they need information to form their opinions. Yes, executives are very busy who isn't. They don't have the time for a prolonged sales presentation. However, they do want to know (to his or her degree of detail) how the selected vendor will assure his / her expected results will be attained.

The decision concerning your offering will affect the executive's work environment and career possibly. Realize also, executives make decisions that benefit themselves first and the company second. They will take the time to understand how your offering will affect him or her before casting any vote. Therefore, someone will have to present information to assure him or her of success. It should be you.

Common Situation

Executives Have So Many Things to Do

You've been led to believe that the executive or executives who will make the final final are too busy to take the time to meet with you.

Resulting Problem

The Subordinate's Playing You

Something is wrong here. If this is a go project or you are doing work that affects the executives and his responsibilities with the company, s/he will want to know what's going on to be sure his or her agenda is fulfilled. Someone is making excuses (maybe you), which are keeping you from learning, understanding and delivering the winning message to this key leader.

Check Yourself

Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.

1. Do you hear that the top people are too busy to see sales people or people like yourself? ____

2. Do you feel there is no reason to see the top executives? ____

3. Do you feel executives are too busy to see sales people selling what you sell ? ____

4. Do you immediately feel it's an excuse when you hear there is no reason for you to see the top people or they are too busy? ____

Scoring: ( 1 + 4 ) ( 2 + 3 ) = ??

( __ + __ ) ( __ + __ ) = ____

5 or better is good;

Less than 5 means go to this > Selling Problems & Solutions link http://www.clevelsellingtips.com for information about an 8-10 pages E-book with tips, suggestions and actions dedicated to handling this particular selling problem. You'll also find a FREE E-book "Getting Past Gatekeepers and Handling Blocker" that will help you get to the key decision makers

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