Face-to-Face with a VITO

It's easy to freeze when confronted with a Very Important Top Officer. Here's how to keep your cool and make an offer they can't refuse

Let's face it -- selling to top executives can be intimidating. As a reader named Peggy wrote to me, "Recently, I was at a formal dinner and coming toward me was the CEO of a Fortune 100 corporation. He didn't have an entourage, and it would have been quite easy for me to introduce myself. Instead, I said 'Hello,' and kept walking! This happens to me quite often, and I've been trying to come up with a way to start a conversation. I probably won't have but a few seconds to speak."

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