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Getting in the Door: The Key to Convincing Decision Makers You're Worthy of a Conversation

By Jill Konrath, Contributing Editor

Don't get me wrong! I love being a consultative seller. It's literally a part of my sales DNA. But a few years ago, I discovered that "being consultative" didn't convince decision makers that it was worth their valuable time to meet with me.

To show you what I mean, let me take you into their world and put you center stage as the designated future client.

* * *

You're busy working at your desk—and have been since 7 a.m. this morning. The phone rings. You glance at the clock and see that it's 2:57 p.m. You can't believe that it's so late already. Your "to do" list is longer now than it was when you started.

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