Advanced Sales Training - Selling to
CEO's and Other C-Levels
C-Level Relationship Sales Tips
Increase Sales by Stealing Competitors’ Accounts
Increase your sales by using these simple
C-level relationship selling, sales tips.
Steal your competitors’ accounts.
They are qualified, and they buy your type of products /
services. Your
competitors sell to these accounts.
So what’s not to like, except they are not buying from
you. To make you
feel worse your main contacts at these competitive accounts are
very cordial, yet let you know they’re happy with your
competitors.
Therefore, you assume everybody, including the powerful C-Level
decision makers, love the competitors and will never change.
Then one day you realize another competitor has
penetrated one or two of these accounts and now you’re really
bummed.
So here are some sales tips.
You’re usually only talking with one or two contacts and
you’re getting limited feedback, which is probably from the
competitors’ sponsor/s.
You must realize there are always problems with
incumbents. If
nobody presents themselves as an alternative or second source,
the account sticks to whom they have until something big
happens. Then every
competitor is called to bid.
Companies shy away from the bidding / investigation
process because it’s cumbersome, takes time and is a pain.
So they stick with the incumbent, even though they’re not
happy.
So here’s the sales tip to
increase your sales.
Set yourself up as the second source.
In this way when there’s dissatisfaction (which is
regularly) someone will call you for a second opinion – so to
speak. It’s easy if
that someone can just pick up the phone and call a second source
that’s shown they’re qualified and acceptable.
However, if you’re only talking with one person and that
person is in tight with the competitor, you’ll never get a call.
So you have to get to other people, especially the
C-levels and their staff and ask, “What do I have to do to be
considered your number two supplier?”
Then, explain to them how you can meet those
requirements. Do
this and I guarantee you’ll start increasing your sales within a
few weeks.
Sales Tips to Prepare Yourself
- Cite an example where you’ve displaced
an existing vendor. How
did you do it?
- Cite an example where you’ve shared a
customer with a competitor.
How did you do it?
- Have your competitors ever messed up
but still maintained the lion’s share of business?
Cite an example.
How did they do it?
- Pick 3 of your competitors’ accounts:
a.
Who are their sponsors / strong
supporters?
b.
How can you network to others in those
accounts to get exposure and a bigger perspective?
c.
Learn if the C-Level executives feel the
existing vendor is special or just gets the job done?
d.
If you can learn the leaders’ threats
and opportunities, you can offer some ideas that may give you a
point of entry.
e.
What are the likes and dislikes of the
competition as seen by each C-Level executives?
- List reasons why a company would want
a second source?
-
Use these to expose and entice your
new contacts, but don’t push.
- List your competitor’s customers.
Commit to getting an interview with someone you’ve never
spoken to before.
Sales Tip: look for someone outside the norm.
- List some actions to stay Number One
with your existing customers to be sure someone doesn’t
replace you.
Tak’n It to the Streets Sales
Tips
1.
List three of your competitors’
accounts. You set
the criteria – big, small, etc.
2.
How will you start the process of
positioning yourself as #2 to increase your sales?
a.
Who will you call? Look for other
company people to start – i.e. their sales people.
b.
What will you say? Sales tip: “Can you
help me get to ……”
c.
How will you use this person and others
to network you upward? Sales tip: Ask them for an introduction.
And now I invite you to learn more.
Bonus Tip: FREE E-book
Getting Past Gatekeepers and Handling Blockers.
If you can’t get to the powerful decision makers, you’re
depending on others to do your selling at the high levels.
The problem is you won’t know what they say, if they say
anything at all.
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.
Call Today for More
Information 1-866-Sam-Manfer or Send an E-mail Now!!
Just
click
mailto:sam@sammanfer.com
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