Many salespeople, when they meet with a key decision-maker, allow the decision-maker to take complete control. Whilst Senior Executives are used to being in control of the conversation, that doesn’t mean you should sit back and let them steer the conversation. It is essential to have a plan about how you intend to use this valuable “C Level” time effectively. Structure the meeting by setting 2-3 agenda items that you know, from research and account knowledge, are going to engage the other party early in the meeting. Decision-makers appreciate preparation and expect you to use your time with them well. If they sense that you have no real purpose for the meeting, or you do not demonstrate one, it is likely to be difficult to get another meeting in the future.
