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Articles from Sam Manfer | Selfgrowth.com
- ***5 Tips for Getting Meetings with Corporate Leaders - by Submitted on Jan 16, 2009 from Sam ManferC-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected. Worse yet, of the ones fortunate enough to get meetings, most are never able to ...
Views: 1845 - ***C-Level Selling -- The First Rule for Handling Gatekeepers and Blockers - by Submitted on Jun 17, 2009 from Sam ManferAlways assume you'll be blocked and rarely will you be incorrect. Suppose you meet with someone -- your initial contact – and you get along well. She or he likes what you have to say. She or he sees the benefits. Everything seems fine. What typically happens next? Well, you might ask for ...
Views: 1830 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1829 - ***C-Level Selling - The Great Customer Experience Happens When C-Level Executives Are Satisfied - by Submitted on Feb 03, 2012 from Sam ManferHow much time do you spend with the senior staff of you customers? I’ll bet not much – that’s not good. I’ll also bet that if by chance you do know them, you check-in to only say hello and see if there is anything they can give you – that’s not good again. And if you don’t know them, you only ...
Views: 1817 - ***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) - ***Preparations for C-Level Presentations Make Perfect - by Submitted on Apr 13, 2009 from Sam ManferYour final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...
Views: 1790(1 vote) - ***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 - ***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 - ***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 - ***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 - ***Networking Works Part II – The Message That Makes Networking Work - by Submitted on Jan 21, 2009 from Sam ManferYour words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ...
Views: 1731 - ***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 - ***The Proactive Recessionary Birds will Catch the Economic Recovery Worms - by Submitted on Feb 25, 2009 from Sam ManferOpportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by? The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...
Views: 1726(1 vote) - ***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) - ***Advanced Sales Training - 8 What-to-Do’s About Cold Calling - by Submitted on Aug 13, 2009 from Sam ManferCold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t. I stopped at my Starbucks today and saw a vitamin or similar sales rep ...
Views: 1692(1 vote) - ***C-Level Interviewing - How to Handle Lying Customers and Prospects - by Submitted on Jul 29, 2009 from Sam ManferMy daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies -- salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, ...
Views: 1683(1 vote) - ***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 - ***Accurate Sales Forecasting - by Submitted on Mar 05, 2009 from Sam ManferForecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost. The simple system ...
Views: 1672 - ***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) - ***C-Level Relationship Selling During This Recession Requires More than Getting People to Like You - by Submitted on Jan 12, 2009 from Sam ManferGetting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling. Hopefully this will clear up why liking doesn’t make a relationship nor put money in ...
Views: 1656 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1655 - ***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 - ***C-Level Selling - A Sales Person's Best Resource - by Submitted on Sep 16, 2009 from Sam ManferUp and out -- that is my motto. Whenever I'm pursuing a contract, project or deal, I find out who all the top level people are in the organization. Then I focus on how I'm going to spread like a virus in an organization and get to them. But the leaders who are always the most helpful are ...
Views: 1611 - ***Developing Positive Self Esteem and Confidence - by Submitted on Mar 04, 2009 from Sam ManferLack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that. But ...
Views: 1608 - ***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 - ***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 - ***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: What’s in Your Solution Portfolio? - by Submitted on Apr 30, 2014 from Sam ManferYou sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but ...
Views: 1530 - ***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 - ***Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better - by Submitted on Jul 23, 2009 from Sam ManferHow would you rate the skill level of each of your sales people? What are you doing to improve each person’s skill level? In other words are your sales people as good as you think they should be and if not, what are you doing about it. Sales goals are made or missed because of management. ...
Views: 1506 - ***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 - ***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 - ***Capturing C-Level Quality Leads - by Submitted on Jun 24, 2009 from Sam ManferQuality leads, especially those of C-level executives, generate sales. These leads will come as the result of effective passive and active marketing. Part I -- Passive Marketing Since we live in an Internet world, if you don't have Internet presences, you're behind your competition. ...
Views: 1458 - ***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 ...
Views: 1457 - ***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 - ***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) - ***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 - ***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 ...
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