Advanced Sales Training - C-Level &
C-Level & C-Suite Selling Tips 1
Leaders Make Decisions but
You're Stuck with the Subordinates
Leaders decide whether there will be any
purchases or investments. They decide what level of spending
they will make depending on the magnitude of the problem/s it
solves or the expected revenue reward it yields.
They don’t decide based on price.
They also decide who the supplier will be.
They base their decision on whose product or service will
do the most, with the least risk for them professionally and
They delegate their subordinates to do all
the investigations, bidding, and jawboning, but the leader makes
the final call.
Executives listen to each other for
suggestions and concurrence. Subordinates can be and are often
The Situation That Commonly Occurs -
Bids, Purchasing, and Proposals
Subordinates, consultants and purchasing
people are usually directed to investigate a solution to a
problem or opportunity.
They ask for proposals and they decide what to do with
it. If it fits
their expectation, they pass the information upward for further
actions and approvals.
The Resulting Problem - Stuck in the
Too much time is wasted and too much money is
spent trying to get friendly.
The people that are impressed with social encounters and
gratuities are usually lower levels and do this with all
In this case no one has a competitive advantage.
Social relationships will not bind you to an individual
And now I invite you to learn more.
For more tips, suggestions and
actions to use with your prospects, click this
Advanced Sales Training 1 link
to purchase an 8-10 pages E-book dedicated to handling this
situation and problem.
Bonus Tip: Free Book -- “TAKE ME TO YOUR LEADER$”–
The Complete Guide to C-Level Selling hardback version.
Network, get past gatekeepers, interact with executives, secure
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C-Level Selling Book Link to learn more about this
Sam Manfer delivers
key note speeches
selling work shops
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,
TO YOUR LEADER$ along with his
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
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