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Articles from Sam Manfer | Selfgrowth.com
- ***Increase Retail Sales By Being Attentive - by Submitted on Sep 29, 2008 from Sam ManferI was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something. After seeing ...
Views: 2211 - ***Lead with “You” For Proactive Relationship Selling - by Submitted on Feb 06, 2008 from Sam ManferWhat do you say when you call on potential buyers or the top executives of your clients organizations? If you’re like most, you’ll do some chit chat and then say something similar to, “I just wanted to check on how we’re doing with the XYZ project.” Then probably before you leave, you’ll say, ...
Views: 1466 - ***More Market Share Is Two Questions Away - by Submitted on Oct 06, 2008 from Sam ManferThe other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...
Views: 1365 - ***Networking Works Part II – The Message That Makes Networking Work - by Submitted on Jan 21, 2009 from Sam ManferYour words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ...
Views: 1733 - ***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: 2789 - ***Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better - by Submitted on Jul 23, 2009 from Sam ManferHow 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. ...
Views: 1507 - ***Sales Management in This Recession - Improve Your Sales Team’s Performance - by Submitted on Jan 06, 2009 from Sam ManferWe limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster. Back to the two ladies I ...
Views: 1912 - ***Sales Management Training - Managing Lead Generation / Sales Prospecting - by Submitted on Jul 07, 2009 from Sam ManferPart 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, ...
Views: 2197 - ***Sales Management Training: Differentiating Your Business during This Recession - by Submitted on Dec 09, 2008 from Sam ManferIt’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales. ...
Views: 1789 - ***Sales Management: More, Better, Faster Requires Change - by Submitted on Nov 04, 2008 from Sam ManferI’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster. However this is the classic ...I’ve ...
Views: 1736 - ***Sales Management: Avoid Motivational Bankruptcy, 6 Tips for Exciting Your Sales Team - by Submitted on Nov 07, 2008 from Sam ManferThe president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...
Views: 1462 - ***Sales Manager Coaching - by Submitted on Jan 19, 2008 from Sam ManferIf you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are. First, does your sales manager know where his/her sales will come from by account, by product / service for 2008? Or is it about, “Here is my ...
Views: 1458 - ***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: 2622 - ***Selling At The C-Level - The 5 Elements: Part IV- Credibility - by Submitted on Aug 22, 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 easily and ...
Views: 2358 - ***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 - ***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: 2393 - ***Slaying The Gatekeepers: How To Get To The Leaders And Win The Sale - by Submitted on Feb 25, 2008 from Sam Manfer“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward. It’s ...
Views: 1637 - ***The Best Market Strategy for This Recession - by Submitted on Dec 18, 2008 from Sam ManferIt is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down. I was at an association networking event the other night and as was talking with some people a ...It ...
Views: 1381 - ***The Most Important Selling Tip - by Submitted on Sep 29, 2008 from Sam ManferWhenever 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 ...
Views: 1515 - ***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: 4295 - 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: 2136 - 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: 2536 - 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: 1921 - 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: 2135 - 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: 2021 - 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: 2029 - 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: 2368 - 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: 1534 - 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: 2232 - 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: 2363 - 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: 1964 - 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: 1934 - 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: 2135 - 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: 1831 - 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: 1657 - 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: 1874 - 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: 1881 - 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: 2628 - 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 ...
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