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Articles from Sam Manfer | Selfgrowth.com
- ***Unbeatable Cold Calling Techniques for Telemarketing and Out Going Call Centers - by Submitted on May 16, 2011 from Sam ManferInterest and credibility are the keys to successful cold calling and outgoing phone selling. With cold calling, you have to develop interest within the first 7 seconds. When the prospect first answers, this is not the time to tell who you are or where you're from. You may think this ...
Views: 4293 - ***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales - by Submitted on Jul 28, 2010 from Sam ManferMost people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling. If I’m a C-Level executive decision maker, a ...
Views: 4003(4 votes) - ***Sales Management - 7 Selling Tips on Handling Price, Price, Price - by Submitted on Jul 12, 2010 from Sam ManferPrice is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, ...
Views: 3947(40 votes) - ***Engaging C-Level Executives in Productive Conversations - by Submitted on Jul 22, 2011 from Sam ManferHere’s a common situation. You finally get a meeting with a senior or C-Level person. After the pleasantries you start telling how your product or service will be good for his company and/or better than the competitions’ stuff. He’s attentive for a few minutes. But you’re so focused on ...
Views: 3918 - ***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) - ***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 - ***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) - ***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives - by Submitted on Jan 22, 2010 from Sam ManferCredibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ...
Views: 3651(3 votes) - ***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) - ***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) - ***C-Level Sales Training – It’s Not a Sale Until the C-Level Sings Yes - by Submitted on Jun 15, 2012 from Sam ManferLet me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the ...
Views: 3396 - ***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) - ***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) - ***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 - 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 - ***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 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 Relationship Selling – Identifying the Ultimate Decision Maker - by Submitted on Aug 25, 2010 from Sam ManferDetermining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ...
Views: 2976 - ***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) - ***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) - ***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 9 - Overcoming Executive Intimidation - by Submitted on Nov 05, 2009 from Sam ManferAnxiety is the uneasy feeling that arises within you when thinking about approaching a senior level executive, doctor, high government official, etc. It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience. So in essence, it’s your own imagination ...
Views: 2891(1 vote) - ***C-Level Sell to Develop Large Accounts - by Submitted on Jul 14, 2009 from Sam ManferLarge accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs. Two points of clarification: 1. Selling the C- level means ...
Views: 2829(1 vote) - ***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 - ***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) - ***C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers - by Submitted on Nov 16, 2010 from Sam ManferPeople block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ...
Views: 2803 - ***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 - ***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) - ***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) - ***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) - ***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) - ***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) - ***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 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) - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 2625 - ***Sales Manager Training, Proposals: Strategies for Writing Proposals - by Submitted on Mar 27, 2009 from Sam ManferThe proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. So some thought should go into what you’re going to say, how you’re going to say ...
Views: 2621 - ***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 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 – Conquer Self-Doubt and Attain Confidence - by Submitted on Jun 14, 2011 from Sam ManferConfidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from to tells your inner child how to react. ...
Views: 2590 - ***C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship - by Submitted on Sep 10, 2009 from Sam ManferRelationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure ...
Views: 2558 - 3 Ways to Develop Strong Selling Relationships with Doctors - by Submitted on Jul 31, 2013 from Sam ManferIf you want doctors to prescribe your drugs, use your devices or refer your services, you’ll have to win-over them over, one by one. Winning over means they see you as a resource to protect or enhance their practices. Everybody knows they must see the doctors and not ignore the staffs, but how ...
Views: 2531 - ***C-Level Relationship Selling - 9 Active Listening Steps to Effortlessly Sell Prospects - by Submitted on Sep 07, 2011 from Sam ManferInterviewing is the most important step of sales calls and relationship development. Interviewing requires asking stimulating questions that get prospects to discuss their wants relative to what you’re offering. However, interviewing also requires active listening. That is, listening with and ...
Views: 2486 - ***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 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 - 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 - Asking Sales Questions Is Easier Said Than Done - by Submitted on Aug 05, 2009 from Sam ManferLike you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and ...
Views: 2441(1 vote) - ***C-Level Relationship Sales Tips – Increase Sales by Stealing Competitors’ Accounts - by Submitted on Feb 18, 2011 from Sam ManferIncrease your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ...
Views: 2428 - ***Selling to C-Levels - 8 Interviewing Tips to Easily Close Sales - by Submitted on Aug 09, 2011 from Sam ManferMost sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or ...
Views: 2415(1 vote) - ***Selling Tips, 4 Steps for Closing Phone Inquiries - by Submitted on May 25, 2011 from Sam ManferTelemarketing Tips, Closing Incoming Telesales for Call Centers Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an ...
Views: 2390 - ***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)