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138 articles by Sam Manfer · showing 50

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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels

A CEO is working with a lot of papers on his desk. Unde eath 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 his admin and she’s also distressed. The VP of Sales is next door and he calls her over to look. She’s no help. Then the admin says, let’s call maintenance. George the maintenance guy comes up. He gets some Old English Polish, applies it, and the scratch disappears.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling Tips, 4 Steps for Closing Phone Inquiries

Telemarketing 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 inquiry, obviously interest is high. However, you have to keep that interest burning while developing credibility and avoiding frustration. So how you answer and your next few statements are critical to moving this opportunity forward. Step 1 – Create Rapport with Your Greeting

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Developing Positive Self Esteem and Confidence

Lack 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 ...Lack 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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Relate Immediately with People by Matching Your Chemistry

Put 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 fastest and easiest way to do this is to match your style to theirs. All people feel most comfortable when your style is similar to theirs.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Turn Prospecting Rejection into Future Sales Opportunities

Prospecting 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 ...Prospecting 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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More

Think 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 also people in associations, consultants, and within your own organization that have benefited from working with you. These are people you can use to make introductions for you to hard-to-see executives.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling - 9 Active Listening Steps to Effortlessly Sell Prospects

Interviewing 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 ear to learn and understand.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Management Training - Managing Lead Generation / Sales Prospecting

Part I, Active Networking For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, halfheartedly or not at all unless you the sales manager shows them how and holds them accountable. Accountability means setting goals, actions and measurements. Then, review progress on a regular schedule to give meaningful feedback and motivation to reach agreed-upon metrics.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates

Never 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 that sales people believe this nonsense and then feel it is now unnecessary to get to the top people. All committees or delegates do is gather information (leg-work) and past their thoughts upward for the final decision.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business

What 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 account is the people. This means the account plan is made up of relationship plans for the profit-center leader and his or her staff of how you and each of them will continues working together for the benefit of each other.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Engaging C-Level Executives in Productive Conversations

Here’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 presenting or your standard spiel, you miss the fact that he’s bored. All of a sudden he’s ending the meeting and you’ve got nothing – no commitment, no interactive discussion, no follow-up meeting.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling Doctors - Fear of the Doctor Is a Sales Person's Biggest Challenge

Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The doctor is too busy. The doctor doesn’t see salespeople. The doctor doesn’t care who they have selected. These, plus a whole range of other statements about this doctor, are excuses - rationalizations. 99.99% of the time they are projections that you have created either by yourself or with the help of a blocker. A doctor is too busy is an excuse. Too busy to listen to a sales pitch - that I can agree with. Too busy to learn how something will affect her practice - I don’t think so.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives

Credibility 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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

3 Ways to Develop Strong Selling Relationships with Doctors

If 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 come most sales people struggle getting to these top dogs; engage them in the professional conversations; and winning their support? The answers are ignorance, fear, and/or obstacles. Ignorance

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt

Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mea 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 smart either. Senior executives are a well protected and scary bunch. To win them over, one must have a confident resolve and a strategy to sail into their waters. Intimidation is an anchor.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***The Proactive Recessionary Birds will Catch the Economic Recovery Worms

Opportunities 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 ...Opportunities 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?

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling During This Recession Requires More tha Getting People to Like You

Getting 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 ...Getting 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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship

Relationships 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 the professional relationships. Delivering results are thing you can control.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships

Credibility 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 time to think about how you’ve done it. You meet someone and you do your thing. Well here’s what to focus on while you’re doing your thing – respect, trust, and results.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers

People 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 sales people get past them and fear the repercussions from the boss; etc. However, every block you’ve ever encountered was based on fear of losing something – power, ego, job, recognition, authority, etc. Gatekeepers don’t see a win in it for themselves; otherwise they would let you pass.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Your Next Sale Is the Game of Your Life

Today'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 to your next phase -- your new status, your new income, your new office, your new job. So what are you doing to prepare for the game of your life? Sales managers, what are you doing to prepare your team? They are your only game in town right now?

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - A Sales Person's Best Resource

Up 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 those in the sales department. No matter what I've been selling -- automation equipment, warehousing equipment, electronics, or consulting services, the selling organization always seems to be the easiest to get to, and provides the most insights about the organization.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Unbeatable Cold Calling Techniques for Telemarketing and Out Going Call Centers

Interest 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 important and strange not to introduce yourself, but the prospect on the other of the phone doesn't care who you are or where you're from. You are interrupting and all s/he cares about is "What can you do for me?" So this is the moment to push benefits (not features) to pique the prospect’s curiosity.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - The Most Powerful, Yet Least Used Sales Questions

Statistics 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 follow-up and the customer agrees or not. The sales person never really knows why. Another common occurrence, "What’s the price?" Then there's some discussion and or negotiation, and finally the customer says, "Okay, I'll buy it," in so many words.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Sales Tips – Increase Sales by Stealing Competitors’ Accounts

Increase 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 make you feel worse your main contacts at these competitive accounts are very cordial, yet let you know they’re happy with your competitors. Therefore, you assume everybody, including the powerful C-Level decision makers, love the competitors and will never change.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - Asking Sales Questions Is Easier Said Than Done

Like 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 listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, I contend that most of you ask only cursory questions, listen superficially, and can’t wait to give their pitch.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling to C-Levels - 8 Interviewing Tips to Easily Close Sales

Most 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 C-level executive.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Selling - Large Account Plans Require Both Parties’ Participation

Most 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. Second, they don’t hold themselves and the large account’s people accountable for the actionable ideas generated.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide

“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. It may look something like, “You’ve got a problem you need to solve as it relates to …. You’re probably looking for solutions and you’re trying to find someone to help you. I’m curious what you see as your problem and what your concept of a solution for it is?”

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – How to Differentiate When Selling

It’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 people, different number of installations, different sizes and shapes, different services, different locations, different customers, etc.

Primary topic: Sales Management Training
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By Sam ManferRecently published1 topic

***Capturing C-Level Quality Leads

Quality 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. Actually, today, if you don't have a Web 2.0 presence you're even further behind. So every sales person needs to develop their own (not their company’s) Internet presence. Level I - Website, E-news, Blogs

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Presentation Tactics to Make Your C-Level Audience Buy into You

Your 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 ...Your 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.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better

How 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. Good managers keep their fingers on the pulse of business. They know what to expect and if those standards are not being met, they takes actions to make their salespeople better. Better means selling more, but selling more requires improving sales people’s selling skills.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Sales Training: 8 Steps To Close Sales Quickly

"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 your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation

Approaching 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 positive projection and preparation. Say to yourself that you are capable enough and smart enough to go face to face with this corporate exec, high government official, doctor, etc. Preparing for this meeting will help you feel more comfortable and confident. Preparing Yourself

Primary topic: Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

Your 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 alte ative. Better in an area of importance to someone is worth more money. Keep in mind, doing nothing is an alte ative and many times, your biggest competitor. Showing you’re the best of the choices available is called differentiation. You separate yourself, your company and/or your solution from the others.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred

It’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 sneaks-in under the radar that will be yours. For those projects that have to be bid, you’ll know when they are coming down the pike. You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***Networking Magic for C-Level Relationship Selling

Networking 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. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Primary topic: Sales Management Training
Sales Management Training
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By Sam ManferRecently published1 topic

***C-Level Sell to Develop Large Accounts

Large 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 working with these top-level, influential people so that they see you and /or your company helping them attain their financial goals. This is not about monetary purchases.

Primary topic: Sales Management Training
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By Sam ManferRecently published1 topic

***7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”

Prospects 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 the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.

Primary topic: Sales Management Training
Sales Management Training
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***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears

Listening 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 people over. It works for both business and personal relationships.

Primary topic: Sales Management Training
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***C-Level Relationship Selling – Gaining the Confidence Required for Selling High

It's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence. Confidence is a sales person’s biggest asset. It enables a sales person to feel s/he belongs with top decision makers. Confidence enables a sales person to ask penetrating questions to everyone s/he meets, and confidence enables a sales person to ask for what s/he wants.

Primary topic: Sales Management Training
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***The Most Important Selling Tip

Whenever 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 ...Whenever 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.

Primary topic: Sales Management Training
Sales Management Training
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***C-Level Relationship Selling - 10 Tips For Developing C-Level Relationships

Develop 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 ...Develop 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.

Primary topic: Sales Management Training
Sales Management Training
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The Process of Networking to C-Levels and C-Suite Executives

Most salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and failures. For example many sales people, will just call directly to C-Levels or C-Suite executives for an appointment. As a result, they get blocked or hear some sort of excuse, such as, too busy, it’s been delegated, not interested or some other random comment.

Primary topic: Sales Management Training
Sales Management Training
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***C-Level Sales Management - Who’s Ready for More Sales?

“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?? Let me ask you, if you could get more sales, would that help your company's performance?" He of course said, "Yes."

Primary topic: Sales Management Training
Sales Management Training
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C-Level Selling for Closing Sales and Passing Legislation

President Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their endeavors to make sales and/or win projects. So there are, among others, two critical and relevant problems when trying to win over powerful people and there are strategies and tactics to help eliminate them.

Primary topic: Sales Management Training
Sales Management Training
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