After taking part in our recent sales training webinar, Engaging the C-Suite Executive, participant Michele Anderson of Safemark Systems asked me this question:

“How do you handle a C-suite executive when they think they should be talking with other C-Suite executives at your company, and therefore view you as a low-level employee?”

Turn this into an opportunity, Michele. I think it’s great if a C-suite executive wants to meet the C-suite exec from your company. Make it happen!

YOU must be the one to have the initial meeting

Tell the C-suite executive that YOU are meeting with her first, because you value her time and want to best understand her company’s current…

• situation
• problems
• barriers
• goals
• vision of the future
• desired outcomes 

You’re meeting with her first in order to do your due diligence—to learn, gather info, and bring it back to your organization.

Your next step is to meet with your higher-ups and brainstorm with them. After that you will follow up and schedule the C-suite to C-suite meeting.

Because you did your homework upfront, this high level “meeting of the C-suite minds” will be focused, meaningful, and valuable to both parties. You’ve now gained their respect and trust to build the necessary foundation for a meaningful business relationship between the two companies.