C-Level is another level of thought!

C-Level conversations got you baffled? They don’t respond in the same way as the “order-takers” downstairs, do they? So how do you talk to these people? They think about different things than the rank-and-file and they think about them from a markedly different point-of-view. Here’s 9 things to consider when talking to someone in the C-Suite.

1. Do your homework.
2. Don’t ask stupid questions, the answers to which you could have known had you done #1.
3. NO conversational chit-chat unless you intend to use up your 5 minutes in the spotlight talking about the stuffed bass on the wall. And make no mistake, if you fail to practice #2, you WILL only have 5 minutes.
4. Say something intelligent that shows you have a firm grasp of the problems he faces in his industry and perhaps specifically in his local market. In question form is probably preferable.
5. Know what you want out of the meeting before you go in.
6. Get agreement on something that you can provide that would make a positive impact on his Income Statement.
7. Clearly offer a logical next step, get agreement, and open it to any other players that may need to participate. (Or offer to draft a Proposal, or a Pre-Proposal for his consideration and get agreement to review it together.)
8. Set a date/time to get back together and do just that. Don’t be late because there is no adequate excuse. It’s over.
9. Get out before you screw it up.

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