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Browse published articles attributed to Sam Manfer, with full-archive search.
Anxiety is the uneasy feeling that arises within you when thinking about approaching a senior level executive, doctor, high government official, etc. It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience. So in essence, it’s your own imagination that creates executive intimidation.
This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?” My question is all about you and who’s watching out for you? See, we are usually watching out for our children, spouses, parents, etc and not ...This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?”
My daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies -- salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, wing-it, and stretch the truth at times. So does that mean you lied, and should be included in the generalization of never trust a sales person?
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.
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.
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.
Sales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due diligence work with subordinates and administrators. Even though these lower level people try to keep you at bay, your focus should always be to eventually get to the high influence executives because this is where your deal comes to a head. Here you’ll find out whether or not there will ever be a sale, and if so, what you’ll have to do to win.
Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for them. But there is one thing salespeople do not do -- selling at the C-Level or to the profit center leaders.
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.
Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no. Sales can turn into large ...Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no.
Most training for salespeople comes from corporate marketing which sends the message that your mission is to tell prospects about us, convince people to buy, and discuss why you are superior to competition. This is marketing – trying to generate interest.
Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t.
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.
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.
Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them. Selling typically is not a destination career. But when ...Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.
Let 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 profit centers you’re trying to sell into. Ask yourself, “Who in this organization can say, ‘Yes’ and it’s a done deal – no delays, no perfunctory signatures, only, ‘The sale is mine right now.’” These people must be your focus.
Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are: • Existing Customer – Existing Products/Services ...Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are:
Determining 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 approach these high level influencers and the ultimate buyer. So not knowing who the most important people are makes it very challenging for the sales person to control the selling process.
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.
Everyone 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 ...Everyone 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.
Wal-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 ...Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome.
Selling 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 helps them keep their jobs, and what gets them promoted? They don't care about the lowest price, or competitive features.
Confidence 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. If the message is positive, your inner child is happy and confident. If the message is negative or a warning, you inner child is fearful and full of caution / self doubt.
The 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 ...The 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.
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
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.
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.
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.
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
Your 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 and wants. Two notes of caution:r
The 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 problems or attain desires. Uncover those problems and desires (http://sammanfer.com/articles_salescalls.html )and you’re on your way to closing. This is C-Suite selling. Push your products and services and you’re on your way to the exit.
Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit, got fired or worse yet, s/he is still with ...Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it.
Everyone 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 ...Everyone 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.
In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you. Knowing what RFP’s you can win before you bid is critical to your success ratio. Keep in ...In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you.
Let’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 what kind of problems or challenges you’re having today with an aspect of your business ….., and what would you like to do about them? Interrogating
Is cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales. That’s because you have relationships and if you know how to use them, it translates to easy sales, better pricing, elimination of any budget issues, and no competitive involvement. Now for the ...Is cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales. That’s because you have relationships and if you know how to use them, it translates to easy sales, better pricing, elimination of any budget issues, and no competitive involvement.
I 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 ...I 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.
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.
Credibility 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
Cross 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 sales system? Let’s investigate.
“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 you'll deliver the results and benefits that each one personally wants. Don’t assume all the C-level execs want the same – they usually don’t. In this way you’ll win each C-level executive's vote, and you'll continue selling to that account.
Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants to manage a large account has to get to ...Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff.
1. Sell in the C-Suiter 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 wants. It’s up to you to find out. 2. Don’t confuse price with affordability.
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.
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-center leader and his or her staff. These ...For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort. Many believe selection is based on price. I say not really. A “better” deal – ...Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort.
Sometime 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 Manager, or another title. But profit and loss are the keywords. Ask, “Who ultimately takes the hit if things go south?” These P/L leaders are very easy to identify. Just ask anyone or check the internet.
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.
Right now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now. It looks badly and ultimately the fear ...Right now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now.
The 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 forget it: The message the ultimate decision maker wanted to hear was not your message. Either you gave the wrong message or whoever gave it for you got it wrong or made it wrong. Therefore, if you want more sales and cross-sells, you have to start C-Level Selling 4 Simple Steps for C-level Selling