Getting top-table meetings.

An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings.

Here's the snippet that changed my worldview:

We scheduled a proposal meeting with Motorola. A letter was sent to the corporate vice president and director of group operations and services and the group operations controller. We stressed three main points. First, we wanted only one hour of their time. Second, we wanted to show them how to make their group more profitable. Third, we stated our findings were based on a financial model developed with their people. We got their attention. The meeting was set.

- HANAN, Mack. Consultative Selling

Tell me why this works ...