Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Articles from Sam Manfer | Selfgrowth.com
- ***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) - ***C- Level Selling: Increasing Your Chances of Winning Competitive Bids - by Submitted on Mar 17, 2009 from Sam ManferThe key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...
Views: 2220(1 vote) - ***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - by Submitted on Jul 08, 2010 from Sam Manfer“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...
Views: 3524(1 vote) - ***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) - ***C-Level Relationship Selling – How to Differentiate When Selling - by Submitted on Dec 15, 2011 from Sam ManferIt’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different ...
Views: 1944(1 vote) - ***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More - by Submitted on Oct 04, 2010 from Sam ManferThink of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are ...
Views: 2628(1 vote) - ***C-Level Selling - Large Account Plans Require Both Parties’ Participation - by Submitted on Mar 15, 2012 from Sam ManferMost sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. ...
Views: 2053(1 vote) - ***C-Level Selling - The Most Powerful, Yet Least Used Sales Questions - by Submitted on Jul 20, 2009 from Sam ManferStatistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this, "Send me a proposal." Then there's some ...
Views: 2445(1 vote) - ***C-level Selling Tip 7 – Leveraging Your Golden Network - by Submitted on Oct 16, 2009 from Sam ManferGet support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out. You have a golden network of people. I call this your info/intro ...
Views: 2641(1 vote) - ***C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers - by Submitted on Oct 26, 2009 from Sam ManferSubordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they ...
Views: 2949(1 vote) - ***C-Level Selling Tips – Keep Competition Out of Your Key Accounts - by Submitted on Mar 02, 2012 from Sam ManferCompetitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about ...
Views: 2103(1 vote) - ***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) - ***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) - ***Presentation Tactics to Make Your C-Level Audience Buy into You - by Submitted on Apr 03, 2009 from Sam ManferYour presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...
Views: 2642(1 vote) - ***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) - ***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) - ***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) - ***Turn Prospecting Rejection into Future Sales Opportunities - by Submitted on Jan 27, 2009 from Sam ManferProspecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...
Views: 1936(1 vote) - ***Turn Prospecting Rejection into Future Sales Opportunities - by Submitted on Jan 27, 2009 from Sam ManferProspecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...
Views: 1936(1 vote) - ***7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.” - by Submitted on Jun 24, 2010 from Sam ManferProspects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to ...
Views: 2261(4 votes) - ***6 Sales Management Drills for Relationship Selling to CEOs and Top Executives - by Submitted on Jun 24, 2010 from Sam ManferPractice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you ...
Views: 2685(3 votes) - ***C-Level Sales Management -- Helping Salespeople Handle Gatekeepers and Voicemails - by Submitted on Nov 18, 2009 from Sam ManferAs a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have ...
Views: 3259(2 votes) - ***Relationships Networking – How to Meet the People or Person of Your Dreams - by Submitted on Sep 07, 2010 from Sam ManferNetworking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these ...
Views: 3081(4 votes) - ***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates - by Submitted on Jan 27, 2011 from Sam ManferNever believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is ...
Views: 2732(3 votes) - ***Executive Reluctance: 5 Tips for Overcoming Fear and Making the Sale - by Submitted on Jan 19, 2009 from Sam ManferWhat goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success. Most sales people quickly boast ...
Views: 2707(3 votes) - ***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred - by Submitted on Apr 23, 2010 from Sam ManferIt’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...
Views: 3227(3 votes) - ***C- Level Selling -- Subtleties Make Big Differences in C-Level Selling - by Submitted on Oct 14, 2009 from Sam ManferOver the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc. When I suggest what they ...
Views: 2294(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 – 3 Steps to Handle the “Too Busy” Selling Objection - by Submitted on Jan 04, 2011 from Sam ManferHow many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final ...
Views: 2330(3 votes) - ***C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation - by Submitted on Dec 09, 2010 from Sam ManferApproaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is ...
Views: 3042(1 vote) - ***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations - by Submitted on Mar 04, 2010 from Sam ManferThe best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do ...
Views: 2481(3 votes) - ***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications - by Submitted on Feb 16, 2010 from Sam ManferWin-Over C-Level Decision Makers with Effective Communications Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ...
Views: 2975(2 votes) - ***Create the Confidence Necessary to Win-Over C-Level Executives - by Submitted on Jan 29, 2010 from Sam ManferConfidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence. If you’re confident you ...
Views: 3261(6 votes) - ***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) - ***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business - by Submitted on May 21, 2010 from Sam ManferWhat is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...
Views: 3458(2 votes) - ***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships - by Submitted on Apr 30, 2010 from Sam ManferIt is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...
Views: 2946(3 votes) - ***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears - by Submitted on Mar 18, 2010 from Sam ManferListening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these ...
Views: 2805(4 votes) - ***Relate Immediately with People by Matching Your Chemistry - by Submitted on Mar 30, 2010 from Sam ManferPut People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The ...
Views: 3660(8 votes) - ***Your Next Sale Is the Game of Your Life - by Submitted on Jan 08, 2010 from Sam ManferToday's sale, this month's target, your yearly quota -- this is the game of your life. Why, because you're only as good as your last accomplishment. If you win, you're praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you ...
Views: 2291(37 votes) - ***C-Level Sales Management - Who’s Ready for More Sales? - by Submitted on Aug 18, 2009 from Sam Manfer“When the student is ready the teacher will appear.” The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? ...
Views: 2268(2 votes) - ***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt - by Submitted on Feb 12, 2010 from Sam ManferIntimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ...
Views: 3782(4 votes) - ***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle - by Submitted on Dec 09, 2009 from Sam ManferYou hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ...
Views: 2594(4 votes) - C-Level Selling Tip 6: Networking, Use Your Resources - by Submitted on Oct 01, 2009 from Sam ManferIf you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really ...
Views: 1991(2 votes) - ***C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels - by Submitted on Feb 10, 2011 from Sam ManferA CEO is working with a lot of papers on his desk. Underneath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed because it has left an ugly mark. He calls ...
Views: 2461(20 votes) - ***C-Level Selling Tip 12 – Level to Level Selling Is a Myth - by Submitted on Dec 17, 2009 from Sam ManferCEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ...
Views: 2713(5 votes) - ***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating - by Submitted on Apr 09, 2010 from Sam ManferYour presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alternative. Better in an area of importance to someone is worth more money. Keep in mind, doing ...
Views: 2388(21 votes) - ***C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships - by Submitted on Mar 09, 2011 from Sam ManferCredibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you. So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the ...
Views: 2590(11 votes) - ***C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut - by Submitted on Sep 29, 2009 from Sam ManferI can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and ...
Views: 2043(3 votes) - ***Networking Magic for C-Level Relationship Selling - by Submitted on Sep 07, 2010 from Sam ManferNetworking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ...
Views: 2296(3 votes)