When making a sales call on the CEO or president, how should you begin the conversation?
- With several minutes of small talk
- Cut to the chase
- Wait until the CEO steers the conversation to the subject at hand
(2) Head honchos are usually Driver or Analytical personalities – neither enjoys small talk. Assume you only have fifteen minutes. Take the lead, cut to the chase, and start with your most important point first. It may be the only point you get to make. Speak in specifics: numbers, percentages, and dollars. Be prepared to prove every statement.
Helen Thomas knows where to start: Trying to evade a difficult question, Secretary of State Henry Kissinger said the answer was too long and he didn’t know where to start. Helen Thomas responded, “Then start at the end.”