18/05/2026
Executives Don’t Buy From Messengers - THIS IS ONE REASON WHY YOU HAVE BEEN STRUGGLING IN YOUR SALES
This piece of content maybe most relevant for core salespeople who sell HIGH TICKET PRODUCTS/SERVICES.
Smart salespeople know that successful sales relationships is usually from top-to-bottom.
You will get highly frustrated doing bottom-to-top relationships.
Let me explain in very clear terms…..
Whenever you are trying to sell to a high ticket prospect especially a business executive, avoid going through his/her subordinates.
As much as you can’t completely eliminate the surbodinates, your primary goal is to bypass them as much as you can.
For example…..
Imagine you went to a company to see that CEO and sell your products or services to him.
Immediately you got there, the receptionist will ask you to drop the message and your contact details.
What most average salespeople do is that they drop it and walk away.
The best they do is collect the phone number of the receptionist.
They will call and call, and after that, they will be frustrated.
Here is the rule….
Never ever discuss your product or service with the front desk person, PA, or Secretary, and leave it at that.
No PA, Secretary, can present your offer like you.
If you must discuss anything with the above people, it has to be 'how to meet the boss.'
This is why you must always go with the personality of who is qualified to meet the boss.
“Always talk with the person who has the power to sign the check”.
Create a good relationship with the boss. He is the decision-maker.
But, how do you meet the boss?
✅ Dress, Speak and Act like the deal you want to close
✅ Find out where he always has lunch, go and have lunch there too.
✅ Look for the church/mosque he is attending, go there too.
✅ Look for the conference he's attending/speaking, attend too.
It’s better that the PA’s, Secretaries, etc. know you through the Boss than the other way.
