C-Level, Relationship Selling Blog

Networking Magic for C-Level Relationship Selling

Networking 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.  Once you start to think about who you know, you’ll be amazed at how many resources you have.

 

Common Situations - Cold Calling or Trying to Get to Hard-to-See Executives

 

Most people suffer the rejection and futility of cold calling admins because they hate to ask people they know for help.  What happens is they get nowhere slowly. Even worse, the constant rejection causes them to totally avoid prospecting for new opportunities and clients. As a result sales slump which makes salespeople feel worse.  They become desperate and make more cold calls and the downward rejection cycle continues.

 

Now here are some tips to get your networking process going.

 

Click here to read Networking Magic for C-Level Relationship Selling article

 

and/or

 

Watch Sam Manfer's Networking Your Way to Selling Success Video

Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients

It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do.  Being preferred provides an unfair advantage over any competition.  You’ll get jobs without bidding and at your price.  Even governments or institutions have work that sneaks-in under the radar that will be yours.  For those projects that have to be bid, you’ll know when they are coming down the pike.  You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.  So being preferred is where you want to be with all your accounts, and it’s easily possible. 

 

Here's The 2 Steps.

 

See article at Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients

 

or

 

Watch the Video at Video Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients

 

C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

Price battles happen because the C-Level decision maker doesn’t see a reason to pay more.  Showing you’re the best of the choices available is called differentiation.  You separate yourself, your company and/or your solution from the others. 

 

Many sales people struggle with differentiation.  They feel their widget is basically like the competitors’.  With services, they feel the customer can do it just as well themselves.  But every company has uniqueness which should be used as differentiators. 

 

Learn how easy it is to show differentiation where it counts and eliminate the low price argument.

 

See Article at C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

or

See Video at Video C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating

 

Good Selling

C-Level Sales Training Tip 20 - Relate Immediately by Matching Your Chemistry

To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable.   The operative word here is you.  You will have to do the matching by adjusting your style to his or hers. 

 

Though years of expert observations and testing, I have reduced style down to four easily usable characteristics – pace, risk, results, and social.  My system is simple.  All you’re going to do is gauge how much of each the person opposite you has and speed-up or slow-down yours to match.

 

Now here’s what I’ve observed through my years of experience using this.  If you conflict with one of these four characteristic, you’ll get by, but with difficulty.  If you conflict with two or more, there will be friction and you’ll not advance your relationship.

When people are at ease with you, they will listen to you, believe you and give you what you want.

Learn this simple system now.

Read the article at C-Level Sales Training Tip 20 - Relate Immediately by Matching Your Chemistry

or

Watch the video at Video C-Level Sales Training Tip 20 - Relate Immediately by Matching Your Chemistry

Good Networking, Selling and Relationship Development

C-Level Selling Tip 19 - The Fastest Path to Relationships and Sales Is Through Your Ears

Listening is the key to establishing relationships and selling.  If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these people over.  It works for both business and personal relationships.

 

Most people practice useless listening and wonder why prospects and networking encounters go nowhere.

 

Read this Article C-Level Selling Tip 19 - The Fastest Path to Relationships and Sales Is Through Your Ears

and/or

 

Watch this Video C-Level Selling Tip 19 - The Fastest Path to Relationships and Sales Is Through Your Ears

 

They explain listening techniques to win people over effortlessly for networking, selling or developing relationships.

C-Level Sales Tip 18 - Good Interviewing Leads to Great C-Level Presentations

Relationships and sales happen because they are set-up.  Interviewing is the set-up step to lead you into a great presentation of yourself or your products.  Try the presentation without the set-up and you'll see why so many sales people and others get rejected.

Learn from this article or video how to get C-level executives or anyone to open-up and tell you everything you want to know about them personally, the sale, their company and more.

Read the article at Article C-Level Sales Tip 18 - Good Interviewing Leads to Great C-Level Presentations

Watch the video at Video C-Level Sales Tip 18 - Good Interviewing Leads to Great C-Level Presentations

C-Level Sales Training Tip 16 - Conquer Executive Intimidation - Eliminate Sabotaging Self Doubt

Intimidation is why most people avoid pursuing relationships they want to have.  In the quest for sales this would mean C-levels and top decision makers.  To win senior exec's over, one must have a confident resolve and a good strategy to sail into their waters.  Intimidation is an anchor.

Learn how to turn around reluctance or shyness to pursue powerful and/or desirable individuals in this article or video.  Change intimidation into productive and enviable relationships. 

See Article C-Level Sales Training Tip 16 - Conquer Executive Intimidation - Eliminate Sabotaging Self Doubt

See Video C-Level Sales Training Tip 16 - Conquer Executive Intimidation - Eliminate Sabotaging Self Doubt

 

Who’s Investing in You

I recently wrote an article that I sent to my E-Zine subscribers telling them to take care of themselves and in return they will be better equipped to take care their spouse, family and work responsibilities.

Here is the short version.  If you don’t invest in yourself, why should others.  Investing means knowledge, mental health and physical health.  Many times I hear people complain that their company isn’t providing enough of the right training, or their company isn’t providing the right equipment to lower cost, or the right price for them to sell more, or the right support to keep customers happy.  Well, to modify the JFK quote, “Ask not what your company can do for you, but what you can you do for yourself?”

If you start investing in training for yourself and implementing that training you will be a better person for everyone associated with you.  Take an advanced sales training course if you’re in sales, a Spanish course if you’re in management, a computer course if you’re in office administration.  You’ll feel alive and everyone will notice.

Get over the idea that it’s another book or CD on selling or whatever you’re business is.  I’m constantly reading a selling book or article, and every time I learn more about selling and I’m a selling expert.  I’ve even hired a mentor to help me with Internet Selling.  Look at Tiger Woods. He is constantly working on something to improve his game and he’s the best that ever was and is in golf.  If he needs to improve, then so do you.

Learn what’s holding you back from becoming all you can be. Read the full article “It’s 11PM.  Do You Know Where You Are?”