Sam Manfer
MS, P.E., CSP
Official Guide
Sales Management Coaching and Sales Training Expert
Sam Manfer Quick Facts
- Main Areas
- Sales, Sales Management & Selling to C-Levels
- Best Sellers
- TAKE ME TO YOUR LEADER$ - The Complete Guide to C-Level Selling
- Career Focus
- Author, Speaker, Sales Coach
- Affiliation
- Sam Manfer, Sales Mastery
Sam Manfer is the leading expert on Selling to C-Level executives and other high ranking, tough to see people. His best selling book TAKE ME TO YOUR LEADER$ has been showing hundreds of thousands of sales people how to get-to senior, influential people, engage them in meaningful conversations, and establish professional relationships that can be leveraged for more and more sales.
Since 1995 Sam has been speaking, consulting, writing and leading seminars in sales, sales management and personal development. Through his speaking he has turned hundreds of thousands of sales people into over-achievers, as well as turning thousands of sales managers into effective leaders, sales trainers and coaches.
Sam believes that sales training is meaningless without sales management training. He continually pushes sales managers to learn to train their sales people on the various sales processes because sales people respond the best when trained by their managers. Sam also works hard coaching sales managers on the most effective methods for helping their sales people improve to deliver above expected sales results.
Sam will be the first to admit he has lost lots of business by telling CEO’s and Senior Sales Managers that executives and front line managers need to learn the sales management process in order to run an effective selling effort. The sales team is only as good as how well it is managed, and few managers where ever educated in the science of training sales people, coaching them and holding them accountable for performance.
As well as being an award winning sales manager for Fisher-Price Toys, BP, and Gemcor, Sam is also an expert sales person having made Presidents Clubs for Miller Heiman Sales Training and ATP Robotics. He uses these personal experiences along with humor and stories to present his proven, proprietary sales processes and how to implement his sales strategies, tactics and techniques.
As a keynote speaker and seminar leader, Sam has addressed hundreds of thousands of new and experienced sales people and senior managers all over the world. His client list is a Who’s Who of all types of businesses in various industries - Marriott, Emerson, Kemper, Fleur, Apple, Sprint, and many smaller companies. He develops, delivers and guarantees sales results through his company Sales Mastery.
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Sam Manfer Audio & Video Programs
Sam Manfer Books
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
***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.
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***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
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Article
***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.
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***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.
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***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.
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***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.
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***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales
Most 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.
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***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.
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***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.
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***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.
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***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.
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***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.
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Websites & resources
SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.
Website
Sam Manfer Sales Mastery - Sales & Sales Management Training
Since 1995 Sales Mastery's proven proprietary processes for Sales Management, Prospecting, Networking, Selling Strategically, and C-Level Relationship Selling have produced phenomenal sales results for our clients, in good times and bad, in all industries around the world.
October 8, 2012
Website
C-Level Selling and Advanced Sales Training
Articles, Videos and more to help sales managers and sales people sell more, faster and more profitably - no matter the industry or type of sale
December 5, 2008
Website
C-Level Relationship Selling
Learn to get to and win over senior level decision makers.
November 13, 2008
Contributor website
http://www.sammanfer.com
http://www.kickstartcart.com/app/?af=1097953
Favorite Quotes & Thoughts from Sam Manfer
Those with the "In's" Win
Get to the C-Levels and Win More and More Business
TAKE ME TO YOUR LEADER$
Contacting Sam Manfer
How to get started
Spread like a virus through your customers' organizations
Other highlights
Get to the influential people and improves lead generation and closing ratios immediately
Whether you're a
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CEO wanting more top line revenue, or
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Sales Manager wanting better performance from your selling team, or
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Sales Person wanting to sell more, or
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Sales Training & Development Person needing better training tools, or
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Meeting Planner needing a dynamic speaking, sales expert,
Our Take Me To Your Leader$ process connects people to C-Level and top executives quickly which leads to faster sales cycles, better pricing, preferred status, a competitive edge and more and more sales.
Sales Mastery's proven proprietary processes for Network Selling, Investigative Selling and Relationship Selling have produced phenomenal sales results for hundreds of companies and tens of thousands of sales people and managers.
Since 1995 Sales Mastery has increased sales volumes for our clients, in good times and bad, with various product and service industries all over the world. Our consulting, sales training and sales managers' coaching yield more sales immediately.
So call us now and let Sales Mastery explore with you your opportunities and challenges so that we can tailor suggestions, solutions and services to give you what you want.