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Cold Calling Executives - a Way of Life

CBracale@randtvirtualsolutions.

By Leslie Buterin Category: 0

Submit your Articles Here!

CBracale@randtvirtualsolutions.com.


Best regards

Leslie Buterin
http://www.coldcallingexecutives.com

Cold Calling Executives - a Way of Life
If you plan to cold call high-level decision-makers expect
a mental transition to come. The time of transition comes
to different people at different points in time, often
without the seller even realizing it has happened. The way
you think will morph into the very kinds of thoughts top
decision-makers think. Seemingly, suddenly you will have
their perspective of the world and be able to communicate
in a way that gets fast results.

You'll no longer be stuck in the quagmire of low-level
decision-makers who make decisions within limited decision
making capacity as dictated by the high-level decision
makers. You will be free to think and move through business
transactions with the same abilities as higher levels of
your prospects' organizations.

A case in point.

This week on the fourth day of waiting in the hospital's
Intensive Care Unit (ICU) for "official" updates re: my
sister-in-law's health disposition. Finally, on the fourth
day I flipped over to my cold-calling-executives mindset.
Nurses said they could provide no information, seven
different physicians said they were not the attending
physician and could not counsel the family.

For whatever reasons these medical professionals were
limited in their problem solving ability. The hospital
administrator was the next logical stop - as he was "the
buck stops here guy who was accountable to share holders."

One call to his office resulted in an on site visit by his
personal assistant; the appearance of the previously
unknown "attending physician"; and the collection of
family's constructive feedback was reported back to the
hospital administrator.

The hospital administrator immediately recognized as did I:

1. If his well-educated highly-paid medical staff was
failing to connect with the patient's family, he (the
hospital administrator) had a systems problem in need of
fixing immediately.

2. If just this one hospital patient had 7 siblings, their
spouses, children and grandchildren in a room who were
feeling emotional pain and suffering from neglect -- he
(the hospital administrator) had a big, unnecessary PR
problem looming on the horizon.

3. In a litigious society his (the hospital
administrator's) hospital had huge potential exposure for a
lawsuit.

4. If this one situation had been brought to his (the
hospital administrator's) attention, odds were at least 100
more just like were lurking in the shadows.

Contrary to the beliefs of most people who have reason to
visit a hospital the physicians and nurses were not/are not
the ones who resolve systems issues.

When our family was not communicated with, it became clear
a breakdown in the hospital's communication protocols had
occurred. How sad and frustrating that well intended,
highly skilled and talented medical professionals who
wanted more than anything to care for their patients and
their families failed to do so because of an ineffective
system. How sad and frustrating that a family who respected
and wanted the counsel of those medical professionals did
not receive it on a timely basis. As you begin to think
like a "Top Dog," you'll see and experience considerably
less frustration in your personal and professional life,
because you will know: who to talk to and how to talk to
them, all for the purpose of resolving the problem and/or
making things better.

That third point is an important one -- even in the midst
of emotionally high-charged situations, high-level
decision-makers are not interested in assessing blame,
condemning, or venting anger. They are interested in making
things work better for all involved.

When making things work better for all involved becomes
your predominant mindset take note. This is evidence that
you have made the transformation to "Top Dog" thinking.


----------------------------------------------------
For your mini-course ?Jealously Guarded Secrets to Cold
Calling Company Presidents? visit
http://www.coldcallingexecutives.com ! Or call Cold Calling
Expert, Lead New Business Development Coach, Leslie Buterin
(like butterin? bread) at (816) 554-3674 9-3 CST (that?s
Kansas City/Chicago Time) Find much more on our
http://www.coldcallingexecutives.com/blog/index.html

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