C-Level, Relationship Selling Blog tag:typepad.com,2003:weblog-493990 2009-11-10T15:02:54-08:00 Advanced Selling Strategies to Sell the Ultimate Decision Makers, Economic Buyers, and Head Hanchos. TypePad SamManfersSellingBloghttp://feedburner.google.com C-Level Selling Tip 10 - Executives Are too Busy and/or Have No Reason to See You tag:typepad.com,2003:post-6a00d834e0f94a69e20120a6741e7d970b 2009-11-10T15:02:54-08:00 2009-11-10T15:02:54-08:00 You hear or think C-level executives are too busy to see you. Learn how to handle this C-Level Selling obstacle. Sam Manfer C-Level Selling Tip 9 - Overcoming Executive Intimidation tag:typepad.com,2003:post-6a00d834e0f94a69e20120a6423888970b 2009-10-30T16:17:09-07:00 2009-11-05T19:55:57-08:00 Powerful people make everyone nervous, but if we don’t deal with it as sales people, we’ll be stuck with subordinates that stall our progress and mislead us on what it will take to win the sale, project or contract. Sam Manfer Five Tips for Creating C-Level Selling Confidence tag:typepad.com,2003:post-6a00d834e0f94a69e20120a6871dc1970c 2009-10-28T16:32:10-07:00 2009-10-28T16:32:10-07:00 One of the most powerful tools for C-Level Selling, selling to doctors or any influential people is confidence. So here a 5 tips to help you build your confidence. Sam Manfer C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers tag:typepad.com,2003:post-6a00d834e0f94a69e20120a678c46e970c 2009-10-26T13:00:43-07:00 2009-10-26T13:00:43-07:00 Gatekeepers and blockers are one of the biggest obstacles to C-Level Selling. This article and the free e-book and videos available from the links provide will never make getting to the Leaders a problem for you again. Sam Manfer C-Level Selling: 5 Elements to Create Large Accounts tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5f7f2f5970b 2009-10-19T14:25:46-07:00 2009-10-19T14:25:46-07:00 Learn how to move from vendor to preferred supplier in a heart beat. Here’s the path to C-level executive suites. Once relationships are established there, sales come easily and continuously. Sam Manfer C-level Selling Tip 7 – Leveraging Your Golden Network tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5eaff2e970b 2009-10-15T16:53:35-07:00 2009-10-16T12:21:21-07:00 Leverage your golden network - those that like you, work with you and those who have bought and benefited from you - to find a wealth of high quality leads and beat out competition. Sam Manfer C- Level Selling -- Subtleties Make Big Differences in Selling tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5e19191970b 2009-10-13T11:23:55-07:00 2009-10-13T11:23:55-07:00 Just a few words rephrased, or a few actions rearranged can make huge differences when it comes to winning over C-level executives and closing sales. However, without a sales coach you’ll never pick-up what needs to change with your approach and/or delivery. Sam Manfer C-Level Selling Tip 6: Networking, Use Your Resources tag:typepad.com,2003:post-6a00d834e0f94a69e20120a608c7f7970c 2009-10-01T11:26:44-07:00 2009-10-01T11:28:14-07:00 Everyone needs more business, and the best way to get more is to network your way through the doors to the C-level offices. Learn about networking with this C-level selling tip. Sam Manfer C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5a662ec970b 2009-09-28T17:49:20-07:00 2009-09-28T17:53:35-07:00 C-Level Selling and professional golf have a lot in common, but there is no money for second or low place. Sam Manfer C-Level Selling Tip 5 – Identifying the Final Decision-Makers tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5812c97970b 2009-09-18T14:06:38-07:00 2009-09-18T14:07:31-07:00 B2B sales are complex because there are key people involved that you are unaware of. Learn in this C-Level Selling Tip how to identify who the powerful decision makers are. Sam Manfer C-Level Selling - A Sales Person's Best Resource tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5c773c3970c 2009-09-15T07:29:57-07:00 2009-09-15T07:33:29-07:00 Sales managers and sales people are sympathetic to other salespeople. Learn how they will help you get to the C-Level and make your sale to their companies. Sam Manfer C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship tag:typepad.com,2003:post-6a00d834e0f94a69e20120a55e6ae4970b 2009-09-09T16:38:19-07:00 2009-09-09T16:49:01-07:00 Relationships at C’s and high levels are easy to attain if you know how. Let me explain. Sam Manfer Salespeople's Biggest Weakness – C-Level Selling tag:typepad.com,2003:post-6a00d834e0f94a69e20120a59c7ada970c 2009-09-03T14:20:58-07:00 2009-09-03T14:22:05-07:00 If you want overachieving salespeople they must know how to and be comfortable C-Level Selling. Most sales people deliver mediocre results because they lack this skill set. Learn how to put this missing major element into your salespeople. Sam Manfer C-Level Sales Training Tip 3 - Sales Rejection – What You Didn’t Learn in College tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5906abc970c 2009-08-31T16:33:24-07:00 2009-09-01T16:48:53-07:00 Sales people have 3 role, marketing, selling and relationship development. Most only market because they really don’t know the difference. Then they get rejected. Learn all the skills from this C-Level Selling Tip 3 - Sales Rejection. Sam Manfer C-Level Sales Training Tip 2 – The Prospect Seemed Interested, but the Sales Cycle Is Stalled tag:typepad.com,2003:post-6a00d834e0f94a69e20120a573f938970c 2009-08-25T14:28:42-07:00 2009-08-25T15:07:36-07:00 Learn to shorten sales cycles in this article by moving those sitting on the fence to closing. Sam Manfer C-Level Sales Management - Who’s Ready for More Sales tag:typepad.com,2003:post-6a00d834e0f94a69e20120a501aa15970b 2009-08-18T11:41:06-07:00 2009-08-18T11:45:25-07:00 To get sales up, you’ve got to get help. Why, because you need it. If you didn’t and you knew what to do, you would have done it already, and more sales wouldn't be an issue. This article will tell you what to do. Sam Manfer Advanced Sales Training - 8 What-to-Do’s About Cold Calling tag:typepad.com,2003:post-6a00d834e0f94a69e20120a54861cd970c 2009-08-13T14:56:12-07:00 2009-08-13T15:01:24-07:00 We all need new customers. Cold calling seems to be our default tactic and everyone will agree, it's highly inefficient and very demotivating. So here are 8 actions to take to make it work better for you. Sam Manfer Advanced Sales Training Tips 1 - Leaders Make Decisions but You’re Stuck with the Subordinates tag:typepad.com,2003:post-6a00d834e0f94a69e20120a5374c13970c 2009-08-10T12:14:12-07:00 2009-08-10T12:14:12-07:00 Sales people must realize that just because they are stuck with the subordinate, it doesn’t mean the subordinates control the decisions of what to buy and from whom. This article explains the situation and resulting problems. Sam Manfer C-Level Selling - Asking Sales Questions Is Easier Said Than Done tag:typepad.com,2003:post-6a00d834e0f94a69e20120a521d7f1970c 2009-08-05T15:33:16-07:00 2009-08-05T15:36:44-07:00 It’s easy to tell a sales person to ask questions and listen more. However, doing it is very difficult. Here are 5 steps to make the process easy and productive for closing sales. Sam Manfer C-Level Interviewing - How to Handle Lying Customers and Prospects tag:typepad.com,2003:post-6a00d834e0f94a69e2011572471d0b970b 2009-07-29T14:56:48-07:00 2009-07-29T14:56:48-07:00 Customers and prospects will act not-interested, keep information close to the vest, play coy or surprised, overplay comparisons, and prefer to be "just looking" unless you know how to get them to reveal the truth. Learn to reveal their pain and desires with this article. Sam Manfer