| Learn the language which will open the doors to | | | | don’t know the rules or the language of |
| the Executive Suite. When we were kids, most of | | | | The Top Dog executives. |
| us had some adult teach us to greet people with | | | | What’s wrong with being polite?Nothing. In |
| a Hello or Good Morning, to say, | | | | fact politeness is always appropriate. It’s |
| Please and Thank you, and to ask | | | | the social niceties that’ll trip you up. |
| permission of adults before going out to play with | | | | Executives and their assistants think and speak in |
| the neighborhood kids. | | | | bottom line terms. They use language that |
| Flash forward a couple of decades and those | | | | you’ll find in a Balance Sheet, language that |
| same social niceties are reinforced by all sorts of | | | | will serve to help them make good decisions |
| business and sales gurus who tell us what we | | | | quickly. Through the years, the decision makers |
| need to know we learned in kindergarten!So, | | | | have trained themselves to cut out all fluff in |
| imagine my surprise when I first heard about the | | | | conversations and to be selective about where |
| executive committee meetings where presenters | | | | they spend each and every precious minute of |
| received specific, no-nonsense instructions for | | | | their workday. |
| their conduct during these meetings. | | | | Yes, even to the point of cutting social niceties |
| State your business clearly and in bottom line | | | | out of their conversations, and choosing to spend |
| terms. Don’t ask us questions. Do tell us | | | | their precious time and energy with people who |
| what we need to know to make effective | | | | think and speak in bottom line terms. |
| decisions. Do not say good morning.’ Do | | | | Executives are looking for solutions to their most |
| not say thank you for your time.’ | | | | pressing problems. Executive assistants are aware |
| By the time the Secretary/Drill Sergeant of the | | | | of the pressing problems and are looking for |
| Corporation finished briefing the young | | | | callers who can provide the executive with |
| first-timers, every single one of the rookies | | | | solutions. |
| was shakin’ in his boots!Social niceties are | | | | You may want to read that paragraph again. |
| absolutely, positively, no doubt about it, totally | | | | Executives and their assistants are looking to find |
| inappropriate at the executive level. | | | | business partners. |
| Being socially correct is a hard habit to break, but | | | | Executives and their assistants are looking to |
| well worth the effort, as you learn new language | | | | invite people into the executive suites!Most sales |
| that will serve you particularly well when cold | | | | pros think of the executive assistant as the |
| calling executives. | | | | gatekeeper who has the job of keeping people |
| Many of your colleagues call the offices of top | | | | out. This thinking gives all of the power to the |
| decision makers and say something to this effect: | | | | executive assistant. |
| Good Morning! Is this a good time? | | | | Successful sales professionals own their power. |
| May I schedule a meeting with the | | | | They understand how their products and services |
| executive?Your colleagues don’t realize | | | | benefit their client companies. They assess cold |
| it but as soon as the phrase, Good Morning | | | | calls from the perspective of the executive |
| was uttered, the executive assistant quit listening. | | | | assistant and then change their cold calling script |
| Those seemingly innocent words triggered her | | | | accordingly. |
| mind to conclude, This caller does not belong | | | | So how should you leverage the words of your |
| at the executive level. | | | | current script?Scrutinize your current script. Strip |
| Then, the words that followed Is this a good | | | | out the social niceties. Make certain the words are |
| time? May I schedule a meeting with the | | | | streamlined, focused, and bottom line. And make |
| executive? only served to confirm her decision | | | | certain your tone of voice indicates that through |
| to keep the caller out of the executive suites. | | | | every spoken word, politeness reigns. Keep the |
| You’re probably thinking you’ve | | | | scary, seemingly friendly, social niceties out of |
| got to be kidding, there is nothing wrong with | | | | your cold calling presentation and be amazed at |
| those words, I’ve used them all my | | | | how quickly you are welcomed through the |
| life!But from the perspectives of the | | | | previously closed doors of the executive |
| executive and the executive assistant, those very | | | | suites!Forward this article to |
| words are huge, red flags indicating you | | | | friendsthey’ll thank you for it! |