Everyone is a salesperson. Understanding this one fact could have the biggest impact on your career advancement.
Whether you know it or not, whether you want to be one or not, you are a salesperson. Don’t think so? Ever had a job interview? You were selling yourself. You might find yourself in a meeting discussing a new project. You had to sell your idea or opinion. How about at home where you need to convince your partner the family needs a new car? Shoppers coming to visit your garage sale? Yes, even though your official title may never come close to salesperson, everyone finds themselves in situations of selling on a regular basis.
There are two books I particularly like that cover this subject: Influence: The Psychology of Persuasion by Robert Cialdini and Neuromarketing: Understanding the “Buy Buttons” in your Customer’s Brain by Patrick Renvoise and Christophe Morin. (Terrible title, but great book). These books combined have a wealth of insight. These books and slideshare on the topic will help you understand where executives are coming from and how to give them the information they need in a manner that will maximize your impact and value.