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Articles from Sam Manfer | Selfgrowth.com
- Creating a Targeted Prospecting Strategy - by Submitted on Jun 06, 2017 from Sam ManferCreating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for ...
Views: 1818 - C-Suite Selling: Identifying the Ultimate Decision-Maker - by Submitted on May 25, 2017 from Sam ManferSometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line ...
Views: 1851 - C-Level Selling - 6 Steps to Get Your Higher Price - by Submitted on Apr 17, 2017 from Sam Manfer1. Sell in the C-Suite Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he ...
Views: 1909 - 4 Simple Steps for C-level Selling - by Submitted on Mar 14, 2017 from Sam ManferThe main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never ...
Views: 1800 - 3 Steps to Quickly Build Credibility When Selling To C-Level Executives - by Submitted on Nov 30, 2016 from Sam ManferCredibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility Keeping it all about the C-Level ...
Views: 2040 - C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’ - by Submitted on Feb 17, 2016 from Sam ManferYour buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ...
Views: 2271 - C-Suite Selling Is Where You Will Win the Sale and Cross Sales - by Submitted on May 18, 2015 from Sam ManferThe reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ...
Views: 2267 - 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: 2522 - The Process of Networking to C-Levels and C-Suite Executives - by Submitted on Jan 28, 2015 from Sam ManferMost 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 ...
Views: 1864 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 2040 - Sales Management III - What Works - by Submitted on Oct 28, 2014 from Sam Manfer“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III) A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) ...
Views: 1780 - 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: 1787 - 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: 1565 - 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: 1728 - 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: 1444 - C-Level Selling: Sales Questions That Engage Prospects - by Submitted on Mar 24, 2014 from Sam ManferLet’s say you’re a C-Level executive or a staff manager doing your job and someone comes into your office. Who would you rather sit opposite: (1) a detective trying to interrogate you about what you’re doing, or how you’re doing your business or (2) an interested person (maybe a friend) asking ...
Views: 2137 - C-Level Sales Training - Cross Selling - The Fastest and Easiest Sales - by Submitted on Nov 21, 2013 from Sam ManferCross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your ...
Views: 2034 - 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: 2429 - C-Level Selling for Closing Sales and Passing Legislation - by Submitted on May 13, 2013 from Sam ManferPresident 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 ...
Views: 1938 - ***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: 3319 - ***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: 1988(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: 2027(1 vote) - ***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: 1760 - ***Good Work Won’t Win the Next Sale - by Submitted on Jan 05, 2012 from Sam ManferWhen people buy from you they expect good results. So when they get what they paid for, it’s really nothing special. Therefore, when it’s time to buy again, those same people will consider you because you delivered. But they won’t necessarily buy from you, because again, it wasn’t anything ...
Views: 1784 - ***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: 1875(1 vote) - ***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: 2417 - ***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: 2338(1 vote) - ***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: 3843 - ***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: 2517 - ***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: 2318 - ***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: 4222 - ***C-Level Relationship Selling – Gaining the Confidence Required for Selling High - by Submitted on Apr 26, 2011 from Sam ManferIt'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 ...
Views: 1848 - ***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: 2526(11 votes) - ***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: 2354 - ***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: 2379(20 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: 2646(3 votes) - ***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: 2246(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: 2954(1 vote) - ***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: 2708 - ***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: 2543(1 vote) - ***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: 2193(3 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: 3017(4 votes) - ***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: 2876 - ***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: 3904(4 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: 3442(1 vote) - ***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: 2594(3 votes) - ***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: 2198(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: 3855(40 votes) - ***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: 3382(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: 2868(3 votes)