C-Level, Relationship Selling Blog

Creating a Targeted Prospecting Strategy

Creating 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 their research and efforts.

 

Existing Accounts

Since your existing customers are the best place to make more sales - via buying the same, cross-selling and up-selling - this is where your prospecting campaign should start. In these accounts you have or should  Read on

Competitors Accounts

Competitors are trying to break into your accounts or increase their share in joint accounts. So you’d be stupid  Read on

Greenfield Accounts

I call them this because if they can use your types of products or services, it’s hard to imagine you don’t have a competitor.  So these could be accounts where they do it themselves or do it in another way.  Again the solution is  Read on

And now I invite you to learn more   Read on

C-Suite Selling: Identifying the Ultimate Decision-Maker

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. 

 

Other C-Suiters, CFOs, COOs, etc. have approval limits on approved budgets and spending limits so sometimes they can be the ultimate. So it can be confusing or a mystery.  Additionally top executives are shielded by many subordinates who want to keep you away for their own reasons, and usually play dress-up and declare themselves the final decision-maker. So be very skeptical and don’t suck into their reasons why there is no need for you to seek higher echelons.

 

Therefore if you keep reading , I will give some good indicators and ways to verify who it really is.

C-Level Selling - 6 Steps to Get Your Higher Price

1. 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 wants.       It’s up to you to find out.
   

2. Don’t confuse price with affordability.

   If a company is doing well as indicated by the surroundings and the moral of the employees, the company can afford it. If the opposite is visible – poorly kept conditions and miserable workers, you’re going to have a tough time giving away ice in the Sahara. On every new prospect visit I always check out the lobby and go immediately to the men’s room to secure my initial impressions. Then, I talk to the people. I ask, “How business?” and listen. From this you’ll be able to tell quickly if you’re coing to be able to create change there.
   

3. Never give your price …

   Until you’ve had a conversation with all the players, especially the ultimate decision-maker you don’t know what to charge – no matter what the subordinates tell you. The reason is that the boss wants something and s/he is willing to pay for it. You need to know what that is. Tell subordinates you’d be happy to give a price, or you think you can meet whatever price is acceptable, but you’ve got to talk with all the deciders, including the boss. Make that known upfront as soon as someone asks for the price.
   

4. Don’t defend your price.

   When someone says your price is too high or indicates the price is too high, say something like, “I can appreciate what you’re saying.” But then say, “OK, what else?” and then shut-up.       This is a critical question.       Price is usually not the issue.       It’s the perceived value of the price that’s causing the problem. “What else” will ferret that issue out. I’ll tell you more on how to handle “that other issue” when we cover “Handling Objections.” Another good tactic when someone says you’re price is too high is to say, “How high?” And then, listen while shaking you head in agreement.

5. Never believe a subordinate.      

   Many times subordinates feel the price is too high because they are afraid their boss will think it’s too high.       They feel it is their duty to get a “good deal.” Usually their perception is focused on price because that’s what they think the boss is thinking. BTW they are usually wrong. All the more reason to get to the C-Suite and talk to the ultimate decision-maker
   

6. Never be afraid you will lose the sale because of price.

   If you feel fear, they will pick-up the smell and work you like a violin. Be afraid you haven’t talked to all the players and learned what the real decision criteria are. If you know what the ultimate decision-maker wants, you’ll be able to justify price. You’ll justify your price based on your ability to deliver it with minimize risk of failure, and most importantly, give him what he wants.

 

Remember; Sell to the C-level and use, “OK, what else?” and you’ll never have to worry about getting your price again.

4 Simple Steps for C-level Selling

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.

1. Identify who the ultimate decision maker is. This can be difficult to do. Many dress-up as the ultimate decision-maker. Rule of thumb: If it is a change to the company or over $10,000 the decision will be approved in the C-Suit.  Watch my free Networking Video.
2. Gain access to the ultimate decision-maker. Many subordinates will try to keep you away from the final, final approval. You may also be your biggest blocker – fear of alienating you contact, or your own anxiety of selling to the C-Levels. Read my free E-Book, “Getting Past Gatekeepers and Blockers.”
3. Interview the ultimate decision-maker. Ask C-level questions to engage him in conversation that explores what challenges/problems he wants solved or desires he wants fulfilled, and how he’d like to get them. Remember this is about the ultimate decision-maker, not you. Therefore, you have to get him or her to tell you the message s/he wants to hear.       Read my free E-Book, “C-Level Questions and Interviewing Techniques.”
4. Present the message the ultimate decision-maker wants to hear . Based on the message the ultimate decision-maker wants to hear, use your portfolio of solutions to show him how he can get them. Structure your presentation to show you can deliver successfully and with minimum risk of failure.  Prove you’ve done it before.  Use numbers, names and details to make it believable and remember-able. Most importantly stay on the points of the message/solution/desire s/he wants and how s/he wants to get it.  Watch my C-Level presentations video seminar.

Once s/he sees s/he can get the solutions or desires from you, s/he will buy. Competition will not have a chance, unless you missed something, or you didn’t make it believable enough that you can deliver.

C-Level Selling is a process for winning –over the ultimate decisions-makers who reside at the top. Once you do that, sales and profitable large accounts are very easy to win and maintain.

3 Steps to Quickly Build Credibility When Selling To C-Level Executives

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

Keeping it all about the C-Level person is the overriding precept and must be your focus. These movers and shakers are not interested in why you are there, or what you want to sell, or what you want to learn and certainly not what you want to say.  C-Levels only care about what they want to tell you and with that information, what you can do for him or her.

Respect:   Read More

C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’

 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:

1. Never believe for a moment that by working with the subordinate/s only, you’ll maintain your business or break into your competitors’ accounts. Sure, you’ve done it before, but you were at the mercy of the subordinate to deliver your message and keep the top dogs satisfied. Once your competitor breaks into the C-Suite, or vice versa, you into theirs, the account is open for grabs.

1. Price is never the issue at the top. Cost, affordability and profitability are. Price is what the lower echelon use to beat you up.

Therefore, to maintain your accounts is you must be constantly probing the top echelon as well as the lowly subordinates about needs and desires. This requires two very crucial tasks.

For the complete article - click here

 

C-Suite Selling Is Where You Will Win the Sale and Cross Sales

The reason for C-Suite Selling is to attain the final yes on a contract or to generated excitement to get a project or sale started. However, there are a lot more advantages for C-Suite selling and a lot of risks for sticking with subordinates. 

Learn more from C-Suite Selling Is Where You Will Win the Sale and Cross Sales article.

Selling to C-Suite Executives Requires Having Their Backs

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.  That is, 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?

C-Level and C-Suite Executives care less about the lowest price, or competitive features.

Read the complete article

 

 

The Process of Networking to C-Levels and C-Suite Executives

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-Suiteexecutives.

In actuality, most learn by trial and error, and errors cause rejections and failures.

The Process of Networking” from Sam Manfer's book, Take Me to Your Leader is a systematic approach you can follow to get yourself RIGHT IN FRONT of C-Levels and C-Suite executives - the decision makers, who approve your sales.

Read More and Learn from this Article

 

 

Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates

“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.

To build credibility and trust with C-level execs, score high on each C-level exec's measuring system. Focus your presentation on what s/he said was important and/or desired and you’ll score high in your initial and subsequent visits.  If you do, the sales will continue.

You can leverage C-level relationships in the C-Suite for coaching, critical information, cross sales, and introductions to other C-Suite executives and their subordinates.

Test Question (True/False):
 
It’s not really important to aim beyond the committees or subordinates of a company. The C-levels are usually not involved and the sales decision lies with the committees or subordinates; win them over and you'll keep getting the sales.

Answer ... Click this link

Sales Management III - What Works

“What Works” means the skills, techniques, strategies, and tactics of actually selling and managing a sales territory or product segment.  “What Works” means actually implementing those skills to close business.  But “What Works” means more than just closing sales.  “What Works” means walking away and avoiding wasted time and resources. It means managing large accounts so they continue to buy more.  It means cross selling, up-selling and pursuing referrals. “What Works” means promoting the company’s brand and maintaining the company’s goodwill.

Learn from this article what works in sales management and how to implement it, one piece at a time.  What works in sales management is making your sales process efficient and effective. It allows you to use your time and your CRM (if you have one) proactively to control your sales team and always know what’s about to happen, rather than learning after the fact occurrences.

Read More: Sales Management III - What Works

Sales Management II – What Managers Should Do for Off the Charts Selling

Learn to get your sales people selling more than ever.

A Sales manager’s job is to move sales people to “Do” what works. 

This article describes what sales managers must “Do” to move sales people to “Do” what works to make sales fly off the charts.  CRMs can help if used to manage the “Do”.  But, CRMs need to prompt, not just record and need to be managed also to make the “Do” happen.

 

Sales Management II – What Managers Should Do for Off the Charts Selling

Sales Management I / III – A Better Way to Motivate Sales People

Want to motivate sales people to sell more?  Sales commissions are not the way.  Although commissions have been the quintessential standard for remunerating and motivating sales people, it now appears from many studies and corporate practices that, the best sales people are motivated from intrinsic rewards.  Learn from this article how you might want to restructure your thinking and sales commission plan to drive more sales.

Read the full article and learn more.

C-Level Selling: What Customers Want: What’s in Your Solution Portfolio?

Your value proposition these days must be fluid and dynamic.  C-levels executives have different wants and expectations than operators and managers, and your proposition must adjust for each.  You have a portfolio of solutions and benefits to offer the different people involved in buying decisions.  Have you really thought through what you have to offer?  Learn from this article how to use what you have to win the approval of all involved.

Read the Article

C-Level Selling: Sales Questions That Engage Prospects

Interrogate to Irritate or Interview to Break Through

Sales calls, especially when C-Level selling, will be more engaging and produce more sales if you use interview questions rather than asking, “How do you do something?” type questions. One puts the customer at ease. The other puts him in a defensive and resistant mode.

Break through resistance and enhance your credibility on every sales call or cold call.

 Read more about what to say and why.

Cross Selling - The Fastest and Easiest Sales

How would you like hot leads at your finger tips.  Well your company's customer base is a ripe source if you know how to cross sell.  The operative words here are "knowing how to cross sell."

Cross sales are the easiest sales and the fastest way to make more money. Closing ratios are 75% or higher - 3 times the rate for closing new customers. 

So if you’re looking for more sales, identify the problems associated with your cross selling and learn  how to overcome those problems in this article.

Click here for the short version

 

Selling to Doctors - 3 Ways to Develop Strong Selling Relationships

If you want your selling to doctors to be more productive - more prescriptions, referrals and device sales, you’ll have to develop strong relationships.  So why don’t more sales
people develop these strong doctor relationships? The answers are ignorance,
fear, and/or obstacles.

Learn from this article how to recognize and overcome
these roadblocks to yours or your sales people’s success.

Read More... Selling to Doctors-3 Ways to Develop Strong Selling Relationships 

 

 

C-Level Selling for Closing Sales and Passing Legislation

Gaining support from C-levels and gaining support from powerful legislators is the same challenge sales people and President Obama face for closing sales or getting bills passed through congress. Learn from this article the solutions to quickly move your sales or congressional initiatives to favorable conclusions. 

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 and here are some tactics that President Obama could deploy that sales people can also use. 

READ-ON How to Win-Over Powerful Legislators and C-Level Executives

 

C-Level Sales Training 1–Become a Selling Super Star

Here is something you know, but chose to ignore, avoid, and/or make little effort to accomplish.  That is, Ask yourself when trying to make a sale, “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.’” This person must be your focus.

Think about this.  How can you satisfy the upper echelon if you haven’t had a conversation to learn what they want?  Are you going to believe the subordinates’ spins?  Remember, subordinates have their own vested interest at stake?

Become a super seller by changing your selling approach.  Get over the anxiety of getting to C-Level executives, and profit center leaders and use the subordinates to help you get there.  This article and bonus tip will show the step to become a selling rock star. 

READ the ARTICLE: C-Level Sales Training 1–Become a Selling Super Star

Bonus Offer: 

TAKE ME TO YOUR LEADER$ Hardbound Book with CD Seminar  will show how to overcome the anxiety of getting to the leader and how to change your selling approach to win sales against any competitors.  It shows how to handle gatekeepers, objections, and any self doubt about getting to and engaging C-Levels and top executives in meaningful conversations about what they what to accomplish, and how your products / services will make it happen.  You’ve never learned this approach, nor have you used it.  So to become a selling super star, take advantage of this amazing offer.

C-Level Sales Training – It’s Not a Sale Until the C-Level Sings "Yes"

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.

Many a dejected sales person has fallen into the............ Read on C-Level Sales Training – It’s Not a Sale Until the C-Level Sings "Yes"

Good Selling

Sam Manfer