How can you overcome the intimidation that comes with selling at high levels? First of all, remember this senior decision maker is human. Maybe not an “average Joe,” but he or she may be someone’s husband or wife, or brother or sister. They watch television and water their lawn. A coach in your sale can again be a valuable asset to help you find out all you can about the senior decision maker, and provide answers to questions about the decision maker’s business needs and personal wins. And finally, remember that you are important to the decision maker because you are there to solve the challenges he or she is facing.
Once you’ve identified and been able to sit down with the final decision maker, it is important to articulate the value you bring and connect it to the senior decision maker’s key issues.