Don't Be Intimidated!
How To Confidently Sell To Executives

by Tom Komer & Buster Brown




What Am I Going to Talk About With An Executive?

"I am shocked, but I don't get that many sales people calling on me. I get ton's of marketing material, but very little direct communication from sales people. I think they are scared to call me."

President

A major challenge for most salespeople is gaining access to the 'C' level people at their prospect accounts. A common complaint is, "I'm always screened out by the assistant." And, even if the sales rep does get the appointment, "What am I going to talk about?" Even experienced and successful reps can be stymied when the need arises to secure an appointment and carry out a meaningful meeting with an executive.

To help you to gain confidence and to build your skills to get appointments and to conduct those high-level sales calls, we have developed an easy-to-read sales guide. This guide is the result of collaboration between Tom Komer and Buster Brown, both of whom have extensive experience working with executives including being executives themselves.

A No-nonsense Book Filled with Practical Techniques

Recognizing the time demands on busy sales reps, the book is short and easy to read. At the end of each chapter are checklists of the important points for quick review and reference. Sprinkled throughout the book are comments by real executives providing proof statements that the techniques presented in the book really work.

"I have seen it all from salespeople. The tricks that they use to hide the fact that they don't know my business fail in short order. On the other hand, I don't expect the salespeople to be CIOs, and frankly, I respect those that don't try to be."

Chief Information Officer

A Very High Return on the Investment of Time and Energy to Read It and to Use the Techniques

If you would like to improve your abilities to be effective at the 'C' levels of your accounts, it would be worth your time to take a look at 'Don't be Intimidated! How to Confidently Sell to Executives.' The end result could be a big increase in your sales.

"I loved your book and wish that every representative that I dealt with would read it and follow the suggestions that you have made."

Vice President

Table Of Contents

Chapter 1: Yet Another Book On Selling To Executives

Chapter 2: What Executives Do For A Living

Chapter 3: Do Your Homework

Chapter 4: Who To See And When

Chapter 5: Getting The Appointment

Chapter 6: Preparing For A Dynamite Executive Meeting

Chapter 7: How To Conduct The Executive Call