Sam Manfer

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... (posted by Sam Manfer 1 year 94 days ago.)

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

A 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 his admin and she’s also distressed. The VP of Sales is next door and he calls her... (posted by Sam Manfer 1 year 102 days ago.)

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... (posted by Sam Manfer 1 year 189 days ago.)

6 Sales Management Drills for Relationship Selling to CEOs and Top Executives

Practice 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 realize the advantages, you'll start focusing on getting to CEOs, profit center leader... (posted by Sam Manfer 1 year 347 days ago.)

C-Level Selling Tip 10 - Executives Are too Busy and/or Have No Reason to See You

Too busy is a form of executive intimidation (Tip 9). Basically you are uncomfortable and you rationalize that your offering and/or you aren't important enough to warrant a meeting. You sensitize yourself so much that when someone says the boss is too busy, you suck-into believing it immediately. People are too busy only when they don't see a reason to see you. If you... (posted by Sam Manfer 2 years 185 days ago.)