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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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24

C-Suite Questions

How to Connect with Top-Level Executives

FOR MANY SALESPEOPLE, reaching the C-suite is the Holy Grail. If only they can get a few magical moments with the president, owner, CEO, board member, vice president, or director, they’ve got it made.

It doesn’t really work that way. C-level execs delegate operational tasks, which includes buying stuff. Often the person who can say yes is further down on the organizational chart. There’s nothing wrong with that. Go where the money is.

But when you have an opportunity to make a bigger impact on an organization—when what you sell aligns with high-level strategy and direction—the ...

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