A salesperson loved one
just lost a major deal
to the competition.
Why?
The primary reason
was
his competition
brought in their CEO
to speak to the prospect’s CEO.
My salesperson buddy
was unable to convince
his CEO
to meet with the prospect.
Instead, the CEO
sent a V-P in his place.
The prospect felt slighted.
They gave the
multi-million dollar deal
to the competition.
People want to speak
with people
at their same level
or higher.
It might seem humble
to promote yourself
as holding a less important role
but it will likely cost you
deals.
If you’re meeting
with a prospective customer’s CEO
and you’re the founder
of your business,
present yourself as the big boss.