I always remind myself that successful people don’t get where they are at by being conventional. What I mean is you have to go beyond what everyone else is doing, whether that be with your brain or your effort.

Thanks for the post, as I do believe there is always a much deeper issue inside that needs to be addressed before the problem can be resolved.

Thanks again,

Will Fultz

From my experience, much of the time the salesperson was afraid to call a C-Level executive because they felt they weren’t on the same ‘level’ as the executive. They’ve felt like they might say something to give away the fact that they aren’t as senior as the executive and ’sound stupid.’

Addressing the fears are important, but also helping the rep realize that they can be a peer to the executive can be helpful. If you feel like you’ve got something valuable for the prospect you’re calling, you’re not wasting their time.

Think and act like a peer, not a salesperson or telemarketer.