Access Top


to the


How to sell to top decision makers (even if they refuse to see you)


GEOFFREY JAMES V


olumes have been written on how to get access to the real decision makers. The fact remains, however, that many top executives don’t want to


be “bothered” by sales reps and low-level employees. They are protective of their power and resent aggressive reps who try to pull an end run to top management.


The result? “An increasing number of companies are setting up road- blocks to keep reps at arm’s length,” says one sales consultant. This raises an important question: How do you sell when there is simply no way you’re going to get access to top management?


SELLING POWER JANUARY 2019 | 39 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45