C-Level Selling and Advanced Selling Skills
C-Level Selling - A Sales Person's Best Resource
Up and out -- that is my motto.
Whenever I'm pursuing a contract, project or deal, I find
out who all the top level people are in the organization.
Then I focus on how I'm going to spread like a virus in
an organization and get to them.
But the leaders who are always the most helpful are those
in the sales department.
No matter what I've been selling -- automation equipment,
warehousing equipment, electronics, or consulting services, the
selling organization always seems to be the easiest to get to,
and provides the most insights about the organization.
They have also been the most helpful networking me to
others with the least hassle.
Sales managers and sales people are
sympathetic to other salespeople.
They’ve been there.
They know what you're going through, and they'll help you
as much as they can, if you ask.
They're not threatened or annoyed by other salespeople.
They know you're not going to pitch them and they are
usually the talkative type.
Sales VPs are the most connected to what's
going on in the organization.
They are joined at the hip to the CEO or Profit-Center
Leader because sales mean everything to a business organization.
Sales VPs are privy to all that's happening in the
company from operations to HR to R&D.
That's because all these functions eventually impact
sales and attracting customers -- and that's the sales VP's
turf.
Therefore, no matter what your selling --
from electronics to healthcare -- get connected to the sales
managers.
Interview
the top sales VP, if you can get to him.
If not talk with the regional managers, to understand
what's going on in the company as it relates to your solution
portfolio and ask them to
network
you to the sales VP.
When I tell the salespeople I coach to do
this, they look at me like I'm from another planet.
That's because most sales people concentrate on the
direct chain of command for their sales.
The sales department is usually the farthest from their
thinking.
Unfortunately, decisions are not made in a straight line.
That's why business-to-business sales are complex and
that's why I suggest up and out.
However, decisions are made by the leaders.
They discuss purchases, budgeting decisions and
investments at their staff meetings and the sales manager is
always involved.
I was recently coaching a company that sells
copying, document storage and retrieval, etc. equipment.
I asked them what was important to the sales
organization, as it relates to copying, to the companies they
are trying to sell.
The people had to think for a few seconds on this one because
their customers’ sales department’s needs never came into their
thinking. So I
suggested they set their focus on the sales managers and use
their salespeople or others to network them there.
Now here is a critically important reason for
getting to the sales manager.
Companies spend the most, quickly, and easily on
equipment, services, or investments that help them get more
business. If you
can tie your offering to helping them get more sales, in one way
or another, it will sell faster, easier, and for more money.
This being said, no one could be better than the VP of
Sales to give you insights on how to help his or her company get
more business.
Last words of wisdom --
interviewing
is the key to success with sales managers.
Do not pitch them.
If you go into a pitch, you'll get nothing and nowhere.
Don't try to tell the sales VP how your product can help
him or her sell more.
Let the sales VP tell you how your services can get them
more business. You
may have to
expose
and entice a bit, but let him or her tell you.
The Sales VP can provide information and
insights that will help you with your selling strategy.
S/he can easily
network you to the profit-center leader.
S/he can also be a great coach, if s/he feels you can
help them get more sales or please their customers.
So, let him or her show you the way, and then it's up to
you to fit
your offering to his or her desires.
Shift your thinking to helping your customers
sell more to their customers.
Start by focusing on
getting to the
leaders most intimate with their customers -- the VP of
sales and profit center leader.
And now I invite you
to learn more.
And now I invite you to learn more.
Bonus Tip: Free Book
– “TAKE ME TO YOUR LEADER$”– The Complete Guide to C-Level
Selling - hardback version. Network, get past gatekeepers,
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Click this
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to learn more about this fantastic offer.
Sam Manfer delivers
key note speeches
and in-depth
selling work shops
for those
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TAKE ME
TO YOUR LEADER$ along with his
Matching
Chemistry’s
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
Sam’s
C-Level Selling Blog
for more insights.
Sign-up for his
free Selling E-Zine.
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