C-Level, Relationship Selling Blog

Associated Press Reports Top US CEOs Say They Will Cut Employment, Yet Hold or Increase Sales

I can’t resist this.  Associated Press -LA Times Business Section today. 

33% of CEOs expect to cut jobs.  91% of all CEOs surveyed said they expect sales to hold or increase.  If you’re a sales manager or sales person, you’d better invest to get your A-Game going.  Otherwise read my article: “Getting Hired Is a Full Time Sales Job”.  Here is why.

The stock market - an indicator of future business - is tumbling.  The unemployment rate rose from 5% in April to 5.5% in May.  Inflation is on the rise with higher food and oil prices. (However, they say everything else is OK.  What else is there to buy that the masses can afford?)  Housing is in the dirt.    Auto sales are tanking because no one can afford to buy fuel economy cars and no one can sell the gas guzzlers they have.

The president and his staff are doing all they can to keep the economy up so that the Republicans don’t lose the election in November.  Can you image what it would look like without the election year stimulus packages?  Worse yet, think about what the economy will look like after January 20th.

Now you tell me - how are sales going to hold steady or increase for 91% of US major corporations?  The only way I see it, is if they are selling to China and the other prosperous international markets. 

Sooo, if you’re a US sales manager or sales person, you are going to have some really stiff competition for what limited sales there are.  I strongly encourage you to get your “A-Selling Game” in shape and here are some tips.

1. Sign-up and Read this regular Blog - You can register here (top-left) for auto-notifications.   I’m usually more focused on selling content.
2. Go to my websites for articles on all aspects of selling.
3. Sign-up for my FREE E-Books and E-Courses and TeleSeminars
4. Forward this information to your bosses, subordiantes and associates.
5. Learn form my TAKE ME TO YOUR LEADER$ Books, Manuals, CDs, and Coaching.

Otherwise read my article: “Getting Hired Is a Full Time Sales Job”.

C-Level Selling - Eliminate 2 Common and Critical Selling Mistakes by Using C-Level Relationship Selling

New accounts should not be your focus for increasing sales or market share because the sales person has no credibility or contacts to leverage the prospect forward. Yet, many sales people waste precious time pounding doors, cold calling and leaving advertisements to generate interest. Sales people cost too much to be used as an advertising arm of marketing. Besides the opportunity cost is very high, i.e. time lost that should be spent with existing accounts C-Level relationship selling. 

I’m in sales and my focus is on my existing customers. 90% of my time is with existing customers, spent learning, observing, interviewing, integrating and moving up. I use and develop my network.

Another area that needs to be managed is the Request for Quote (RFP) syndrome.  This is also a waste of valuable selling time. If the sales team hasn’t been involved in the development of the RFP, they are at a significant disadvantage to the competitor that has. 

Your best chance of winning a sale from an RFP’s is 1 divided by the number of bidders.  So if there are 5 bidders, your best chance (if you haven’t helped with the RFP) is 20%.  Best because someone did help making everyone else’s chances drop below 20%.  If the selling team hasn’t gotten to the C-Level managers to learn the hot buttons behind the RFP, they won’t know how to set-up their proposal to win.  And if they don’t have professional relationships with the C-level managers, they’re considered one-of-the-bunch - no matter how many previous jobs were done or their status in the industry. The bidder with the “in’s” wins.

So be careful of RFP’s.  They are appealing.  But you’ll lose more often than not unless you’ve helped and you’re connected. 

Everyone including you knows there is no selling strategy or method more powerful and effective for increasing sales than being connected to the right people.  So start making your connections now.  It’s easy if you know the steps.of the C-Level Relationship Selling Process.

Bonus Tip:   FREE TeleSeminar:  “Getting Past Gatekeepers and Handling Blockers“  Register Now

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C-Level Relationship Selling - Eliminate 2 Common and Critical Selling Mistakes by Using C-Level Relationship Selling