The Overwhelming Corporate Mystique
By Jill Konrath
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Realize that Decision-Makers in Big Companies are Just People
The very thought of working with big accounts is often overwhelming for many sellers. Even the most accomplished professionals become tongue tied when they think about contacting a corporate bigwig.
Besieged by self-doubt, they question if they could possibly bring any value to a business relationship with a big company. They stress over how to handle pricing issues or competitive objections. They obsess over how to avoid sounding stupid to those bright, talented people who work for big companies.
I know because I've had all these feelings myself. When I first started selling, I worked a geographic territory for Xerox that excluded the large corporations. For three years, I had exceptional success selling copiers to small-sized and medium-sized businesses.
When I finally got promoted, I was terrified. I imagined my new decision-makers to be imbued with superhuman qualities. In my mind, they were savvy businesspeople with no time for peons like me who were just learning the ropes. It didn't help matters either when one of the top sales representatives in my firm said to me, "Now you're playing with the Big Boys, Jill. We?ll see how good you really are."
It took me a long time to realize that decision-makers in big companies were normal human beings. They just happened to work for a large firm.
From: Selling to Big Companies
© 2006 Jill Konrath
PWW-024-004566
The very thought of working with big accounts is often overwhelming for many sellers. Even the most accomplished professionals become tongue tied when they think about contacting a corporate bigwig.
Besieged by self-doubt, they question if they could possibly bring any value to a business relationship with a big company. They stress over how to handle pricing issues or competitive objections. They obsess over how to avoid sounding stupid to those bright, talented people who work for big companies.
I know because I've had all these feelings myself. When I first started selling, I worked a geographic territory for Xerox that excluded the large corporations. For three years, I had exceptional success selling copiers to small-sized and medium-sized businesses.
When I finally got promoted, I was terrified. I imagined my new decision-makers to be imbued with superhuman qualities. In my mind, they were savvy businesspeople with no time for peons like me who were just learning the ropes. It didn't help matters either when one of the top sales representatives in my firm said to me, "Now you're playing with the Big Boys, Jill. We?ll see how good you really are."
It took me a long time to realize that decision-makers in big companies were normal human beings. They just happened to work for a large firm.
From: Selling to Big Companies
© 2006 Jill Konrath
PWW-024-004566
Visit Jill Konrath's Website: http://www.sellingtobigcompanies.com
More from Jill Konrath:
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