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SI Review Reaching the Top Dog Speaker, author, and consultant Leslie Buterin has just released a book, Secrets To Scheduling The Executive-Level Sales Call: how to win over million-dollar decision-makers. The book is an original and effective guide for those in the staffing industry who are trying to make presentations to top-level decision makers. Secrets To Scheduling The Executive-Level Sales Call is well organized and comes complete with action steps that take the reader through the sales call process. The book answers numerous questions...including: how do I reach the multimillion-dollar decision-maker? Which words do I use on the phone to break through to the executive? How do I sell my product/services in such a way that the executive will want to buy? How do I overcome the objections offered by my prospects? The book also details the proper approach to take with the "gatekeeper," the individual who serves as assistant to the executive. Buterin sees a clear need for her materials. "Sales professionals in the temporary and staffing services industry really need to see the top executives of the companies they are prospecting. The services they have to offer result in contracts of hundreds of thousands and often millions of dollars. Lower levels of management do not have that kind of purchasing authority--but executives do." In his introduction to the tool kit, Guy Millner, founder and former chairman of Norrell Corporation, advises the reader to "reach the right person--that is, the most senior-level person. Do what I have done: spend your valuable time at the top. Use this text to show you how to get to where you want to be." Secrets To Scheduling The Executive-Level Sales Call helps professionals obtain what they require the most--access.
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Leslie Buterin, founder Top Dog
Consulting |
