A-Z of sales
It's strange how many people perceive sales guys as being very confident when in fact many are racked with self doubt and fear.
We all seem to think that everyone is better than us, more able, more confident, more self assured. It's true there are people who exude confidence but they too have moments of self doubt. There are lots of ways to build confidence but it does mean you have to step out of your comfort zone and try different things.
Many sales guys are reluctant to speak to senior executives even though they know they are the decision makers and their 'deal' relies on the CE level approval. They spend their time talking to influencers and loose control of the buying process by relying on the influencer to 'sell' the benefits to the decision makers. Why is this? Why leave your success or failure in the hands of a non professional sales person? What is it you fear? What reason could you have for not speaking to the CE?
Is it that you don't believe in your product or service sufficiently to communicate this to CE level or is it that you don't feel confident enough to speak to senior level executives? What reason is there for you to feel like this? Do you speak to your own FD or MD? How do you interact? I 'm sure that they are easy enough to talk to and generally respond well receiving the facts clearly and precisely.
Unless you speak to decision makers you will have little or no control over your sales pipeline and be constantly under pressure to justify your sales performance. Stop out of your comfort zone and speak to the decision maker.