Save Time By Calling Higher

Wouldn’t you just leap at a sure-fire way to shorten the sales cycle?

Consider the suggestion and its rationale proposed by value selling training experts: save time by calling the highest level appropriate person in the client organization that you can.

Here is why that strategy can work:

• You avoid having to deal with any gate keepers and you have established a direct connection to the senior executive.
• Though you will likely be passed down in many circumstances, you will have the authority of the higher level person behind you. 
• You will learn quickly if there is a need for your solution. Top executives don’t mince words. Those lower down may use up your selling time when, all the while, the project would never get approved at the higher level.
• You can learn more about the internal workings of the organization from the top…who has the influence, who can get things done, who has the real operational need for your solution, etc.