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The Art of Getting to Any Decision Maker

Stop talking like a salesperson and start talking with authority.

By Chet Holmes, Founder of Chet Holmes International

If you're selling business-to-business, don't you want a meeting with the most powerful CEOs? Imagine sitting in front of your dream prospect who has the ability to hand over a seven-figure check before you leave his office.

That's why I learned to get around gatekeepers. Ultimately, I was able to reach the following executives on the telephone (some are not in these positions anymore, but they were when I got to them):

Michael Eisner at Disney

George Zimmer of the Men's Wearhouse

David Pottruck, CEO of Charles Schwab

Phil Purcell, CEO of Morgan Stanley

Carl Reichardt, Chairman of Wells Fargo Bank

Alan Horn, COO of Warner Bros.

How do you get through?

Your voice has to sound like you're important. The dead giveaway that you are selling something is when you try to be charming to the assistant. I got the chairman of Wells Fargo Bank on the telephone by calling him with a very authoritative voice and saying: "Hi. This is Chet Holmes. Is Carl in?" To my utter delight, he called me back.

Who calls CEOs of the largest companies in the world? Very important people. If your voice is authoritative and you tell-not ask-the assistant what to do, you are likely to get through.

The other secret to getting that top executive on the telephone is to send the gatekeeper back as many times as possible, each time giving very little information. Let me show you the difference between a weak and strong salesperson.

A weak salesperson:

You: How are you today?

Assistant: Good.

You: Is Mr. Smith in?

Assistant: Who's calling?

You: This is Bill Johnston.

Assistant: May I ask what this call is in reference to?

You: I'm calling to talk about my product.

Assistant: I see. Let me take a message.

In this scenario, who the assistant was leading the conversation. And as long as the assistant is leading, you lose. You must lead the conversation at all times. But let me stress one point: never lie. That doesn't mean you tell the whole truth. You just don't give false information. Ever.

A strong salesperson:

Here's how to send the gatekeeper back so many times that the CEO finally gets fed up and tells her to put the call through. You might even considering having a contest to see how many times you can send the gatekeeper back to the CEO you're trying to reach.

You: Hi. This is Bill Johnston. I'm calling for Carl. Is he in?

[Notice that the assistant can't ask my name, I've given it. Important people give their names. And I didn't ask, "How are you today?"]

Assistant: Can I ask what this call is in reference to?

You: Just tell him it's Bill Johnston.

[The assistant goes to Carl and tells him it's Bill Johnston. The boss says, "What's it about?" The assistant says: "He didn't say. It sounded like he knew you." The boss tells the assistant to get more information.]

Assistant: I'm sorry. Can you tell me what this is in reference to?

You: Did you tell him it's Bill Johnston?

Assistant: Yes. He didn't seem to know you.

You: Hmm. Just tell him I'm from XYZ Company. That might jog his memory.

[Remember to keep the tone of authority. That keeps assistants off-guard. They don't know if they have any power over you yet. The minute you start sounding like a salesperson, you give them that power and they will wield it well. You must keep them off-balance.]

The assistant goes to the boss again, expecting that he might know you. You didn't say he would. You said the name of your company might jog his memory. Ideally, you will have sent a letter in advance with very little information. Even if it gets thrown out, it still gives you the liberty to act like he might remember you, your company name, or the purpose of your call.

The boss says he doesn't know the name and sends the assistant back to you once again.

Assistant: I'm sorry. Mr. Johnston, but the company name didn't ring any bells. Can you please tell me what this is in reference to?

You: Who am I speaking to?

[You take control of the conversation.]

Assistant: This is his assistant.

You: Are you his regular assistant?

Assistant: Yes.

You: What's your name?

Assistant: Shirley.

[We want to get as much info as possible from every call. Not only are you taking control, but you're taking impeccable records and gain more information from every call you make.]

You: Shirley, if you tell Carl that I'm following up on some correspondence sent to him, that should be enough.

Be clear that a top executive is not afraid to take your call. And most are rescuers. They will just say: "Put him through. I'll handle this."

Often by this point the CEO comes to the phone just to have the assistant stop coming back to him. He will be gruff, a little impatient. That means that the first words out of your mouth have to be sharp and to the point and sound important.

Whatever you do, don't turn into a salesperson and ask him, "How are you today?" That screams, "Salesperson!"

Maintain your authority. And have a fantastic two-minute opening worked out, like a script following the educational approach I teach. Be clever, be confident (that's key), and know that your tone of voice has five times more impact on their perception than the actual words you use.

Called "America's greatest sales and marketing executive" by Billionaire business owner, Charlie Munger, Chet Holmes, is a New York Times bestselling author. He is the Founder of Chet Holmes International and has worked with over 60 of the Fortune 500 companies as America's top marketing executive, trainer, strategic consultant and motivation expert. He has identified and developed the 12 core competencies that are proven to provide the main structure of truly great companies and he has developed more than 50 proprietary methods for implementing to see his and your ideas actually take root and grow. Visit www.chetholmes.com/BNI for downloadable content by Chet as well as a special offer to BNI members.

Tags: Chet Holmes, confidence, Self Development, September 2009 Edition

36 Responses to “The Art of Getting to Any Decision Maker”

Bryan Sullo Says:
September 2nd, 2009 at 9:52 am
I can’t argue the overall effectiveness of this approach, but I will say that it seems to destroy any chance you might have at gaining the decision maker’s trust.
If a salesman treated a member of my staff like that and weaseled his way into a conversation with me, I would delay hanging up the phone just long enough to get his name, his boss’s name, and his boss’s contact information, so I could tell him what kind of guy this is.
These kind of tactics are why ethical sales-people have such an uphill battle to begin with.
A lie is a lie, even if it’s a lie of omission.
Matteus Åkesson Says:
September 2nd, 2009 at 11:06 am
Interesting, and in some ways very precise but backwards to me.

I would concentrate the sense of this advice like this:
- You decide what you are, your business card doesn’t. Don’t *be* a sales person at all, be an independent executive, an agent of change. You act = things happen. Paying attention to it is a matter of business intelligence. Then you don’t have to worry about sounding like something you aren’t.
- Don’t waste anybody’s time, and don’t allow anybody else to waste yours. Which translates into: don’t call Carl unless you have anything to say to him. Find or create something to say that is sufficiently powerful to merit his time. If you do, you won’t need contrived circumstantial reasons to have the right attitude. Because the assistant is actually wasting their boss’s time by not letting you through, which you know and they don’t.

Every success story I ever heard on the theme “cold calls to Fortune 500 CEOs led to major business agreement” has the above components.

Matteus Åkesson
MD, Midzone AB (Ltd.)
Malmö, Sweden
S Says:
September 2nd, 2009 at 11:37 am
Bryan – agree with you fully! There are still too many people advocating this kind of old-fashion, bullish approach to doing business that really is just self-serving.. What worries me is that such people are hailed as ‘sales and marketing gurus’..
Mark Roach Says:
September 2nd, 2009 at 11:52 am
I thought the article was interesting and useful (and nice to see my friend Matteus in Malmo commenting on it too!).

I have just been going through this ‘get to a decision maker’ process as I am launching 4 core groups this week (Tuesday, Wednesday, Thursday, Friday) and as I am a writer by profession, I invite a lot by email, using key words and phrases to make the emails as personal, relevant and interesting as possible.

I sent 10 emails to photographers in this way and as a result had 5 visitors turn up to a core group meeting this morning (1 of the emails generated 2 photographers and a web designer).

I find that, as long as you can make the emails as personal as possible, you can get a good response from the likes of accountants, solicitors, and others who use emails as a key method of communication. Email invitations are not as effective with trades people such as plumbers and electricians.

Mark Roach
Mark Roach Public Relations
U.K.
Brian Smith Says:
September 2nd, 2009 at 12:38 pm
I think the true point of Mr. Holmes outline is being missed. He is not saying to be a “bully” or even to lie or omitt information. We have to keep in mind that every call we make, rather it be to a high powered CEO or household customer, is a fact finding mission. The more information you gather means the more power you have in your presentaton.

Secondly, he did state that preferably you have sent some sort of correspondence or litterature before hand. This is a very important point. If you had, then your immediate response back to the CEO, when he does take your call, can take on a different form than if you haven’t. It it is up to you from that point to gain his “trust” and his interest.

Mr. Holmes technique in this article is a perfect example on how to have power and confidence in dealing with people. Keep in mind, that again, it is up to us on how we deliver techniques that have been used by others. We all have our own personality, so take what is taught and put yourself into it. You will be surprised by the results.

Confidence is not to be mistaken with a “Bullish Approach”.

Brian Smith
National Sales Director, Ranch Life Plastics, Inc
USA
Jos Says:
September 2nd, 2009 at 12:42 pm
I do not see the point of this article. Being a memeber of a strong contact and referral group, there is nothing easier, simpler, cleaner and more effective tha asking for an introduction to “Carl” any Carl for that matter.

Jos
Mitch Says:
September 2nd, 2009 at 1:30 pm
Why don’t you try calling my office and you’ll see how far your techniques will get you. Eventually you’ll run out of doggy ideas and run back to your digging for more notes.

The 70s last century are long gone. IT’S THE YEAR @))( NOW ,-)
Harrison (Joe) Raymond Says:
September 2nd, 2009 at 1:39 pm
I agree with the part of giving your name and asking for the person you would like to speak to, but I would also give the purpose of the call. maybe we don’t get to the decision maker first, but don’t downplay the role of an assistant. She or he is often the trim tab that influences the decision maker.
Morgan Benge Says:
September 2nd, 2009 at 2:38 pm
I can guarantee you that, 99% of the time, if something is needed in a company and the CEO is responsible for filling that need,
he will not fill it on the whim of Joe Bloe calling at just the right time. CEO’s and people of authority in
reputable corporations have been around for a while. They have developed relationships over years and they know someone
Who knows someone who can fill that need. Have you ever heard of 6 degrees of separation? I prefer 3 myself.
The easiest and most upfront way to get in front of a CEO is to get a referral. Get out and do some networking.
Build relationships and you will land that meeting and a heck of a lot better chance of getting a contract!
Tim Barnes, CLU Says:
September 2nd, 2009 at 2:45 pm
I can’t speak for all sales people but techinques like this are at best unethical and possibly illegal in Texas for insurance agents. The Texas Department of Insurance is very strict about all forms of communication with prospects, from letters, email or telephone. We are required to provide full identification of ourselves, our company and the purpose of our call. We are not allowed to withhold any information. I agree that the question, “How are you?” is lame and amaturish for any sales person to ask a total stranger. It does not build rapport. Rather is indicates to me that I am talking to an amature straight from sales school. Rather then a general question like “How are you?” when it is obvious that the asker really does not care, do some homework and ask a specific, personal question to build rapport. “How is your flower garden handling the heat?” builds a great deal more rapport than “How are you.”
Eric Says:
September 2nd, 2009 at 4:13 pm
I am surprised and frankly dissappointed to see this on the BNI blog. To me this screams of anti-networking. Trying to fool some poor overworked admin into pestering her boss till he answers the phone is the opposite of networking. As someone pointed out how much simpler would it be to get your network to help you get a warm introduction. And how much more receptive would “Carl” have been to that? I would love to get Dr. Misner’s opinion of this guy and what he said.

Speaking with real authority has nothing to do with misleading some poor admin with bluster and misdirection. It is having a product that the customer truely needs and the knowledge about them and their business that allows you to demonstrate that real value.
James Says:
September 2nd, 2009 at 4:17 pm
I don’t have a problem with this approach. Hard to disagree with the success Chet has. His entire approach, including the pre-approach letter, may be similar to that in “Selling to VITO” by Tony Parinello.

I am beginning a campaign now based on “Selling to VITO”.
Larry Says:
September 2nd, 2009 at 5:33 pm
Wow?!? This is my first successnet. I am very surprised by all the criticism to this article, after all it does give great points. You want to be confident and not sound like a salesperson. You want to be bold not unsure. I believe the thinking behind this article is to give an idea for you to be successful…it is not the end all of how to’s.
When I read I try to take bits and pieces that I can use…thanks for putting the time into this article.
Mike at Echotam.com Says:
September 2nd, 2009 at 5:36 pm
I agree that if you know the name of the decision maker it works to your advantage. Its also good to send out some corespondence before making the call, you can always refer to it. However, I still think that everyone should develop their own approach and style.
Maureen Nations-Watford Says:
September 2nd, 2009 at 5:54 pm
Interesting – Holmes only said he was able to get those 6 CEO’s/Chairmen’s on the phone. Didn’t say he sold them anything with his approach. In large corporations the CEO/Chairman usually isn’t the total decision maker. Should we use this approach on all the board members too? There are some very good basic sales techniques- The Pre-Letter/advertisement/offer, The giving of your full name and using the first name to ask to speak to them,and using authoratative vocal tones are all very important. But Rude is Rude
Anita Griffin Says:
September 2nd, 2009 at 7:26 pm
I agree with those who comment that this approach is “anti-networking” and doesn’t seem to fit the BNI way of doing business. Personally, if someone treated my staff that deviously and wasted that much of their time, I would have little to say once they did talk to me other than NOT INTERESTED.
Judith Silva Says:
September 2nd, 2009 at 11:07 pm
You’ve made some valid points, Chet. Not everyone is born with good sales techniques or even understands when and how to use them to one’s advantage. Networking is a beaut but is only one step in toward the process of growing your business. Yes, getting a referral is important but why wouldn’t you step out of your comfort zone and ‘take the bull by the horns’ so to speak and do so with authority? Just use the techniques and fine-tune them to suit your personality and business goals. Personalisation is key and that’s exactly what I’ll take from this. Thanks, Chet!
Jonathan Silverman Says:
September 3rd, 2009 at 3:57 am
Wow. What an interesting thread.

First. I am an 8-year BNI member in the UK and I do not feel this is anti-networking. Networking and BNI are routes to market. They are not the only ones. Companies wishing to grow need to use a range of strategies and to integrate them where possible.

No-one doubts that referrals are the best form of intro and business. However, there are other forms and lead generation via telephone is one of these and a very successful one.

I am not talking about spoofing (claiming something that is a lie) or double-glazing or so on. I am talking about b2b calling into senior decision-makers. These guys are elusive and, if you cannot get an intro, and they remain a target audience for your product or service then i see no reason why a call is inappropriate.

Now let’s move on to the key point. Getting through. Let’s also assume that you have something of value for the CEO/MD. Let’s assume they don’t purchase this currently or they have a current provider. Either way, competition is a reality and healthy. Companies change suppliers all the time. If the senior decision-makers is indeed the CEO (to be honest I’m talking about any decision-maker here), then the objective is to get through.

Sounding authoritative is imerative. Having some terminology that makes you sound important and knowledgeable is also key. But ultimately, you need to get through. This is not a scam. If you have something of worth that you truly believe in and that you feel is valuable, your goal is to get through. Don’ lie but recognise the gatekeeper is there to block you. It is sadly a game.

Hence, use valid and genuine techniques to help you.

By all means rely on networking and other methods but don’t forget that the telephone is the most proactive and immediate sales and marketing method at your disposal.
Maciej BNI Silesia (Poland) Says:
September 3rd, 2009 at 4:01 am
Very interesting… fairytale.
First of all it is anti-BNI idea (no referrals, just cold call).
Secondly for me such kind of conversation leads simply to lack of trust to the person and will almost never win the contract.
The only worthy ideas of this example are:
- always to give the name first,
- to take control of conversation, and asking questions first

So if I have no real referral, instead of saying: “He should know me”, I’d rather say: “I was asked/suggested to call him today” (She doesn’t know by who – by her boss, his best friend, his best customer, wife or so? )
Iain Goudie Says:
September 3rd, 2009 at 4:52 am
This sort of gung ho approach really is straight out of the 80′s and 90′s .

What sort of reaction will you get when you get through? one of mistrust and suspicion I get calls like this on a regular basis probably 1 in 100 will last more than 45secs.

You dont have to lie to get an appointment or talk to high end decision makers.
Shane Starr Says:
September 3rd, 2009 at 5:06 am
Excellent advice, too many times sales people are closed out by the gate keeper. Any strategy to move past this road block is good advice, and I will certianly take this on board, and add it to my skill’s kit
Sabina Brown Says:
September 3rd, 2009 at 6:36 am
An interesting approach. However, in my experience as a Secretary/PA to the top people in several organisations over the years, it’s the callers who take time to talk to the gatekeeper and establish a relationship with them that get through to the decision maker faster!

Sabina Brown, Battle BNI, East Sussex, UK
Denyo Stanchev Says:
September 3rd, 2009 at 8:25 am
A system is as week as its weakest link. I am surprised to read comments above about ignoring calls from people who waste the time of subordinate personnel. Why do you employ such people at all? A CEO assistant’s tasks must also include smart identification of opportunities and catching problems in an embryonic state (complied with the duties on the relevant business level), not just taking calls and writing down messages. At least this must the task of smart managers, who see their organization as a system of human resources, relationships, ambitions and processes, which overall balance their business depends on.

The article is a great direction for acting under specific circumstances and certain communication campaigns. It takes the point of a salesperson but actually you could see its dimensions in all aspects of life.

The present marketing techniques are very much related to a mix of overall communications management. The surrounding business environment’s attitude and perceptions and the company’s aims are the keys for choosing the right channels on all appropriate communication levels. A salesperson is only a salesperson without a total managerial scheme and even if his/her personal results are great, they usually don’t mean anything to the organization if the overall communication efforts are isolated and not compliant by levels.

So I fully agree about the permanent ability to lead the show, always being one step ahead of both competitors and your own personnel. Participating in the sales activities of many multinational companies with inter-related sales in the relevant countries, I would say that no matter how good the salespersons could be, the one who finishes the sale is times more important than the one who initially advices the target about the product. Not to forget the after-sales service! Sometimes executives or even general employees could be the most important link for the organization, if they are ambitions and of course motivated enough by the management.

So, proper confidentiality, combined with ambitious and predictable professionals on all levels, acting within the overall communications policy, can lead to great and not isolated results, even on a multinational basis…

Do you really drive your business or do you always let others show your way to you???
EM Says:
September 3rd, 2009 at 12:26 pm
I am a professional gatekeeper. Keeping my job depends on my ability to screen calls for the executive. If the caller is straightforward with me about who he or she is and the purpose of the call, the caller will get a much better response from me, and therefore from my executive. The agressive approach this caller outlines is an immediate flag to me that the caller is selling something, and the caller gets my frosty and impeccably polite insistence on more information from the caller. I also remember the caller’s name and company for a LONG time.
Kay Jones Says:
September 3rd, 2009 at 5:46 pm
I answer the phone when the AA has left for the day. This approach wouldn’t work on me. If someone won’t provide info they may be sent into voicemail where the message says no return calls will be made to “cold call” salespeople. I would never pester my boss. No info, no access. Period!
Our setup requires people to work through directors under my boss who can provide an honest answer about whether their business services are needed by our organization. These people are also more up to date in their areas of expertise. People need a good product if they want to make sales. Start there first.
B. Bence Says:
September 4th, 2009 at 9:05 am
Very interesting! Just look at the response of the “real” gatekeepers who work in the “real” world. Nuff said!
I continue to be amazed at how many “professional consultants” dig up old outdated sales scripts, put a new spin on them, and call it innovative. The world today and the “C” level contact and their staff have very little time for TACTICS.
Truth,honesty, and a belief in your product or service will put you in front..sometimes we really do make it more difficult than it has to be!
Tom Lewis Says:
September 4th, 2009 at 9:31 am
I refuse to take a call when somebody doesn’t identify who he is, who he works for, or what he’s calling about. No, I haven’t spoken to Fortune 500 CEOs, but I’m too professional to mislead somebody by pretending they know me. I interpret calls like this are cold-calling salesmen (I am a salesman) with no courtesy. I live by the Golden Rule and the Rotary 4 Way Test, and this technique violates both. People in my office go even a step further – we let everybody else in the office know that “Joe” from “ABC Company” is a manipulator. Nobody will field the his call again.
Hélder Falcão Says:
September 6th, 2009 at 12:52 pm
Great article to show the power of word choice.

The quality of your life depends upon the quality of questions you ask.

This example of reaching some of the TOP CEO’s in the US should teach us two things:
1. Be confident on the phone. Everyone from time to time needs to be on the phone, even if it’s to complain or talk to someone that we are unhappy with such as public administration or anything else:)

2. It also shows that CEO’s and top decision makers are people just like you and I. There is absolutely no reason why these guys would not answer your phone call. This text, the strategies and specially the dominating voice tone are a great example of how anyone well trained can achieve great results.

I personally do this all the time. Sometimes, when I do a Power 1-2-1 with one of my BNI Directors or BNI Members in the end I ask them who would they love to contact. Many of them say the CEO of this or that company.

This is what I do:
1. Google the free phone number of the company 800-XXX-XXX
2. Call in and ask for the right department.
3. Identify my self always in the beggining so that they don’t ask again.
4. Tipically it takes two or three phone calls to get to the right department, sometimes even more if it’s a large corporation
5. Identify myself again to the CEO’s PA
6. Say I came recommended by one of the previous departments and sometimes I have their names, since the assistants provide me with the name of their supervisor’s
7. Talk to the CEO and say: “Hi, my name is Hélder Falcão and I work with a group of business owners from Lisbon. One of my colleagues , called Rui Cordeiro would like to meet with you. He owns a office furniture company and would like to show you some of his recent products. He asked in our last meeting if we knew you and I said I was going to help him. Would you please accept one call from him or even meet him this week?
Pause…
Great. Have you got your agenda with you?
Is Tuesday 1030 AM a good time for you to meet with my business partner?
Great.

Thank you so much for your time. I will call Rui right now and inform him about this meeting.
Just before I go, please take my direct number down just in case you need to re-schedule your meeting.
(Tipically he will also hand me over his private mobile number so that I can give it to Rui).
END
Craig Peterson Says:
September 6th, 2009 at 3:53 pm
Not all approaches work all the time for all people. However the article offers a great lesson in the posture of a call that can help anyone.
I have a different approach to get that person to come to you. Using our online greeting card system you can send a simple, personal greeting card with the message “let’s meet for coffee, I’ll buy, give me a call”; along with your phone number and a Starbucks card enclosed in the card. It’s a nice gesture on your part that can go a long way. Besides, if they just pocket the card without at least contacting you, do you really want to do business with them?
Alan Price Says:
September 7th, 2009 at 11:40 am
Cold callers are the worst sort of time-thieves. They call when they are not required or welcome and disrupt one’s plans and train of thought. We do not need them. They are intrusive and often use devious tricks (e.g. pretending to be an acquaintance of the target, using first names etc.) to get to speak to their target. Who wants to deal with somebody devious?

Ban them.
Brooke Webb, CEO Says:
September 8th, 2009 at 12:06 pm
It appears to me that you haven’t dealt with very competent PA’s. These men and women didn’t get to the position they have by running back and forth to the bosses office. And if that is the first response they make, they most likely aren’t in that position for long.
I would also like to point out that the trust you hope to build with the company just fell off the bridge. Don’t underestimate the power of the Personal Assistant.
greg sigler Says:
September 21st, 2009 at 12:12 pm
I run a telemarketing company and I can tell you all that every client we take is required to answer one important question before we call anyone…”what is the compelling reason why the person or company you are calling should take your call and/or agree to see you?”. If my prospective client does not have an answer to this question, I tell them not to waste their time or money. If they do have an answer, the program will probably be successful.
Kathy Richards Says:
October 1st, 2009 at 1:41 am
Each situation will be different. At the end of the day, you just don’t know if you approach will work in that situation. As a professional , you need to have many tools in your toolkit and be prepared to employ them as the situation dictates. At the end of the day, there is a human being at the end of the telephone.
Prakash Kapade Says:
November 19th, 2009 at 1:04 am
It is important to note here that Decision Makers are influenced for making decisions by somebody, it could be an external agency, Senior Vice President or next hierarchical position to boss , Head of the Department who is concerned with your products/services, and or even the personal assistants who forms main part of the influence ring. By bullying this important influence you could possibly lose your chance to do business with this company forever.

I have seen that personal assistant’s mean a lot to top bosses as they are managing everything for them. It is always a good approach to keep cordial relations with personal assistant, appreciate him/her as everyone likes it, no one likes to be bullied.

The best approach would be to see who are possible persons who could influence the boss and first approach them separately, and one of them could possibly offer you access to the boss, if this does not happen try to meet the boss giving reference of these meetings and have a solid argument on how your product/services are important and how they would save money/time for the company and
offer good return on their investments.
Marie Says:
February 4th, 2010 at 12:19 pm
I find this article almost disturbing. I am new at this but it seems to almost violate all the teachings that BNI stands for! GIVERS gain, TRUST, LIKEBILITY, and the list goes on. I understand that not one method can be the answer to all but the chore values should be. The only thing I am learning for this article is a reminder of what NOT to do!
Allyson Says:
July 7th, 2010 at 9:52 am
This article kind of turned my stomach. That is just plain disrescpectful to waste a CEO’s assistants time, just so you can get through…which by that time, you are already irritating the CEO without even making it to him. The best way to get to a CEO is to network your rear off until you finally meet with the people that can introduce you to the people that have the trust of the CEO’s, who can then introduce you…and you can start the converstaion with Trust and camaraderie…not try to pitch a sale before this extremely busy person of high authority hangs up on you.

36 Responses to “The Art of Getting to Any Decision Maker”

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