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Articles from Sam Manfer | Selfgrowth.com
- ***The Best Market Strategy for This Recession - by Submitted on Dec 18, 2008 from Sam ManferIt is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down. I was at an association networking event the other night and as was talking with some people a ...It ...
Views: 1380 - ***Sales Management Training: Differentiating Your Business during This Recession - by Submitted on Dec 09, 2008 from Sam ManferIt’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales. ...
Views: 1789 - ***C-Level Selling During This Recession - The Low Price Issue - by Submitted on Dec 04, 2008 from Sam ManferI was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better. . As I introduced ...
Views: 1965 - ***Retail Sales: Acknowledge Potential Customers in Retail Selling - by Submitted on Nov 19, 2008 from Sam ManferWal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome. Even the old K-Mart use to announces “Welcome K-Mart shoppers.” Unfortunately, after the Greeter or the welcome message, you get lost in the sea of people and merchandise ...
Views: 2788 - ***Sales Management: Avoid Motivational Bankruptcy, 6 Tips for Exciting Your Sales Team - by Submitted on Nov 07, 2008 from Sam ManferThe president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...
Views: 1462 - ***Sales Management: More, Better, Faster Requires Change - by Submitted on Nov 04, 2008 from Sam ManferI’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster. However this is the classic ...I’ve ...
Views: 1735 - ***Getting Hired During A Recession - by Submitted on Oct 27, 2008 from Sam ManferGetting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to ...
Views: 1572 - ***If You Want More Sales, Then You Need Advanced Sales People - by Submitted on Oct 08, 2008 from Sam ManferOrders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you. I hear every ...
Views: 1774 - ***More Market Share Is Two Questions Away - by Submitted on Oct 06, 2008 from Sam ManferThe other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...
Views: 1363 - ***Be Distinct Or Be Extinct - by Submitted on Oct 06, 2008 from Sam ManferCustomers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...
Views: 1847(1 vote) - ***Increase Retail Sales By Being Attentive - by Submitted on Sep 29, 2008 from Sam ManferI was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something. After seeing ...
Views: 2211 - ***The Most Important Selling Tip - by Submitted on Sep 29, 2008 from Sam ManferWhenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really want to know is if I have an easy button or a ...
Views: 1513 - ***C-Level Selling: How TCreate And Manage Large Accounts - by Submitted on Sep 25, 2008 from Sam ManferLarge Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants to manage a large account has to get to ...
Views: 2120 - ***Sales Training: 8 Steps To Close Sales Quickly - by Submitted on Sep 11, 2008 from Sam Manfer"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts. 1. How Do You Get the Order? Get all the powerful people - especially the most powerful person - to commit to ...
Views: 2188(1 vote) - ***C-Level Selling: Fear Is a Sales Person's Biggest Challenge - by Submitted on Sep 09, 2008 from Sam ManferFears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other statements about this executive, ...
Views: 1728 - ***C-Level Selling: Executive Relationships - The Primer - by Submitted on Sep 03, 2008 from Sam ManferFor people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-center leader and his or her staff. These ...
Views: 2085 - ***Selling at the Executive Level - The 5 Elements: Part V- Performance - by Submitted on Aug 27, 2008 from Sam ManferEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five part series is intended to help you ...
Views: 2824 - ***The Two Most Neglected Selling Elements - by Submitted on Aug 26, 2008 from Sam ManferThere are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...
Views: 1707(1 vote) - ***Selling At The C-Level - The 5 Elements: Part IV- Credibility - by Submitted on Aug 22, 2008 from Sam ManferEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five part series is intended to help you easily and ...
Views: 2356 - ***C-Level Relationship Selling: Selling at the Executive Level -The 5 Elements - Part II - Focus - by Submitted on Aug 18, 2008 from Sam ManferEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives. So this five part series is intended to ...
Views: 1870 - ***C-Level Selling: Move From Vendor To Preferred Supplier by Relationships Selling Corporate Leader$ - by Submitted on Aug 15, 2008 from Sam ManferPurpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account. The sad truth is that most sales people believe they are high ...
Views: 1577 - ***Sales Management -- Selling and Business Development in the 21st Century - by Submitted on Aug 04, 2008 from Sam ManferThe marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...
Views: 2132(1 vote) - ***6 Actions To Get You Prepared For Networking - by Submitted on Jul 23, 2008 from Sam ManferWhen prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem People lose motivation and waste time making cold calls. They get nowhere slowly. Even worse, the ... ...
Views: 1434 - ***Hiring Super Sales People And Sales Managers - by Submitted on Jul 09, 2008 from Sam ManferHiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit, got fired or worse yet, s/he is still with ...
Views: 2382 - ***C-Level Relationship Selling - 10 Tips For Developing C-Level Relationships - by Submitted on Jul 03, 2008 from Sam ManferDevelop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously. 1. Use your ...
Views: 1673 - ***C-Level Relationship Selling Eliminates The Need for Low Price Bidding – A Case Study - by Submitted on Jun 19, 2008 from Sam ManferHere is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding. Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...
Views: 1996(1 vote) - ***7 Reasons C-Level Relationship Selling Eliminates the Need for Low Price Bidding - by Submitted on Jun 18, 2008 from Sam Manfer1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like. 2. The other thing I learned ...
Views: 1775 - ***Eliminate 2 Common And Critical Selling Mistakes by Using C-Level Relationship Selling - by Submitted on Jun 13, 2008 from Sam ManferThe New Account Syndrome The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new technology or new services to new ...
Views: 1549 - ***C-Level Selling - Generating More Sales - by Submitted on May 20, 2008 from Sam ManferSales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are: • Existing Customer – Existing ...
Views: 3168 - ***C-Level Relationship Selling Requires Differentiating Your Company to Your Customers’ C-Level Managers - by Submitted on May 16, 2008 from Sam ManferCustomers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort. Many believe selection is based on price. I say not really. A “better” deal ...
Views: 2065 - ***7 Advanced Sales Training Skills Required For C-Level Selling – Part I, Interviewing - by Submitted on May 15, 2008 from Sam ManferEverybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them. Selling typically is not a destination career. But when ...
Views: 3750 - ***It’s 11 PM. Do You Know Where You Are? - by Submitted on Apr 09, 2008 from Sam ManferThis was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?” My question is all about you and who’s watching out for you? See, we are usually watching out for our children, spouses, parents, etc and not ...
Views: 1670(1 vote) - ***The Power Of Selling In The Executive Suite - by Submitted on Feb 28, 2008 from Sam ManferSales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin externally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no. Sales can turn into large ...
Views: 1817(1 vote) - ***Slaying The Gatekeepers: How To Get To The Leaders And Win The Sale - by Submitted on Feb 25, 2008 from Sam Manfer“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward. It’s ...
Views: 1636 - ***Networking Works; Cold Calling Leaves You Cold - by Submitted on Feb 20, 2008 from Sam ManferMany managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...
Views: 1400(1 vote) - ***Lead with “You” For Proactive Relationship Selling - by Submitted on Feb 06, 2008 from Sam ManferWhat do you say when you call on potential buyers or the top executives of your clients organizations? If you’re like most, you’ll do some chit chat and then say something similar to, “I just wanted to check on how we’re doing with the XYZ project.” Then probably before you leave, you’ll say, ...
Views: 1465 - ***4 Quick Tips For Cross-Selling - by Submitted on Jan 30, 2008 from Sam ManferIs cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales. That’s because you have relationships and if you know how to use them, it translates to easy sales, better pricing, elimination of any budget issues, and no competitive involvement. Now for ...
Views: 2258 - ***Sales Manager Coaching - by Submitted on Jan 19, 2008 from Sam ManferIf you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are. First, does your sales manager know where his/her sales will come from by account, by product / service for 2008? Or is it about, “Here is my ...
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