| One of the scary things about calling on | | | | "Could you" ... are the beginnings of permission |
| executives is that well, they are executives. They | | | | based, "low-level" conversations. For example: |
| are THE decision makers, the Big Kahunas, The | | | | "May I schedule on his calendar?" |
| Top Dogs! | | | | "Can you tell me when to catch him in person?" |
| Executives are the leaders of the pack. Much like | | | | "Would you take a message?" |
| in the animal kingdom, they are the "Alpha dogs." | | | | "Could you ask him if I may meet with him?" |
| Others pups fall into line when Alpha's growl and | | | | The instant you utter such words the "Bull Dog", |
| bare their teeth. | | | | executive assistant's ears perk up as she |
| Respect for that Alpha's authority automatically | | | | recognizes you do not belong at the executive |
| kicks in for many sales professionals who cold call | | | | level. Reeling from how quickly the executive |
| executives. As they try to please, to be seen as | | | | assistant refers the stunned sales professional to |
| worthy, and to be granted an appointment with | | | | a lower level decision maker ... the sales pro |
| the top decision maker. | | | | wonders, "What just happened?" |
| Getting a "Top Dog" appointment is an admirable | | | | And thinks, "I worked up the nerve to call on the |
| goal. A goal that quickly turns to disappointment | | | | executive suites. I was well prepared when I |
| for young pups who are rebuffed and sent down | | | | placed the call. Then, I was transferred to the |
| to frolic with the rest of the pack, by the "Bull | | | | voice mail of a person way down in the |
| Dog" (executive assistants) who guards the gate. | | | | organization. Calling executives is a good idea, but |
| When the assistant says, "The executive won't | | | | an impossible place to schedule a sales call." |
| be interested in this sort of thing." Young pups | | | | You can schedule executive level sales calls |
| turn, put their tail between their legs and whimper | | | | confidently if ... you know how to speak their |
| as they return to whence they came. | | | | language. |
| Can young pups, newbie sales professionals avoid | | | | The words on the left side of the table position |
| this kind of disappointment? You bet they can | | | | you as part of the pack. The words on the right |
| when, they learn the Top Dog Rules. | | | | side position you as an Alpha Dog in your business |
| Alpha dogs are well matched when sniffing around | | | | arena. |
| other Alpha dogs. They know the rules, respect | | | | Eliminate Permission Based Words that |
| the boundaries, and if/when an alliance is mutually | | | | Get You the Boot. |
| beneficial they will make that alliance. | | | | Cultivate Alpha Based Words that |
| Alpha dogs and followers are mismatched. As the | | | | Get You Top Dog Appointments! |
| Alpha dog expects the follower to follow. And the | | | | May I schedule on his calendar? |
| follower expects to behave as a follower. | | | | I'm calling to get on his calendar. When is best for |
| What the heck does this have to do with sales | | | | him Tuesday or Thursday? |
| professionals who call on executives? Plenty! | | | | Can you tell me when to catch him in person? |
| Successful sales professionals know they must | | | | What is the best time to catch him in person? |
| speak in "Top Dog" terms to gain their respect, | | | | Would you take a message? |
| be seen as a leader, and be seen as another | | | | Here's what I'm looking for ...(assistant will |
| Alpha dog. This posturing is done as the sales pro | | | | automatically take a message because of the |
| talks in Alpha dog terms. They know and use the | | | | authority in your voice) |
| right words, the right language to gain admittance | | | | Could you ask him when I may meet with him? |
| to the executives' suites. These words earn them | | | | Tell me what looks good on your end, this week |
| the privilege of romping with the Top Dogs. | | | | or next? |
| These same successful sales pros never, ever | | | | Take a long hard look at the cold calling script you |
| use the words followers are used to using. You | | | | currently use. Replace all permission based words |
| know, those are "permission-based" words that | | | | and phrases with words that position you as an |
| followers habitually use with leaders. | | | | Alpha in your industry. Remember, folks who |
| These savvy sales pros use the words Alpha | | | | belong at the top never ask for permission. Ever. |
| leaders use when communicating ideas and | | | | Forward this article to friends--they'll thank you |
| evaluating possibilities. | | | | for it! |
| Phrases such as "May I," "Can I," "Would you," and | | | | |