Advanced Sales Training - Selling to
CEO's and Other C-Levels
Use Your Golden Network to Win Sales and
More
Think of the companies that have bought from
you. There are
powerful people in those companies beyond your primary contacts,
who have benefited from what they bought from you.
These are people you can ask for referrals and critical
information on upcoming projects or cross-sells.
There are also people in associations,
consultants, and within your own organization that have
benefited from working with you.
These are people you can use to make introductions for
you to hard-to-see executives.
There are people that you’ve won-over with
your sales presentation who see the benefits your sale can bring
them. These can be
coaches who will introduce you and move you up the decision
making tree and give you critical information on how to win
their bosses over.
These are the people of your Golden Network
who can be used for leveraging.
Common Situation
Sales people are reluctant or uncomfortable
to ask others to make introductions for them – no matter how
tight their relationship.
In many selling situations they may even feel it’s
unnecessary to move beyond their primary contact.
What happens is the sales person gets stuck – stuck with
a gatekeeper, or stuck with only one of the many decision
makers. The results
are limited information as to how to win the sale, loss of
control to this contact, and no chance to make an impact on the
other executives involved with the selection process.
So here are some tips to change this
situation.
Prepare Yourself
1.
List accounts that you’ve sold. Who were
the people you worked with?
Who were the executives they reported to? What other
departments benefited from your services and who were their
bosses? These are prime
candidates for your Golden Network. Get in touch with these
people. They
benefited from you.
They will help you move up and out if you ask.
2.
Ask each of these people to introduce
you to others – their boss, associates in other divisions,
people they know in other companies.
This is the way to prospect effectively and avoid cold
calling. If your working
on another sale or cross-sell ask these people for information
that will help you win the sale, i.e. what will it take to win
and what do I have to do to assure it.
3.
Be specific about the title or type of
person you ask to be introduced to.
You don’t want to meet just anybody and you don’t want
them to decide who to introduce you to.
Be specific on what you ask for.
You don’t want just party line stuff.
You want the inside scoop.
Don’t get bashful about asking.
You deserve it and they know it.
4.
Ask your contact for some business
information about the person you’d like to meet, i.e. what
problems and/or issues these bosses, etc. are experiencing as it
relates to your sale or business?
5.
Once they agree to introduce you, tell
them what to say about you.
Ask them to walk you over for a face to face. Don’t ask
for or settle for just names. Getting a name is very weak.
Names don’t get you through voicemails or give the target
any good reason to call you back.
Ask your Golden Network contact to take that extra step
for you.
6.
List companies you’d like to penetrate
who have members in your professional associations.
Ask association members you know to introduce you to the
people from the companies you’ve targeted for introductions.
7.
Plan your attack.
What companies do you want to penetrate?
Ask yourself and those on your Golden Network who you or
they know that fits the description of your perfect contact.
Practice what you’ll say to have them introduce you and
practice how you want to be introduced.
Implement these 7 steps and your contacts
will help you fill your funnel with high quality leads.
Ask your Golden Network people for critical sales
information you’re sales will become so easy that you’ll think
it’s magic.
And now I invite you to learn more.
Bonus Tip: FREE E-Book
“Getting
Past Gatekeepers and Handling Blockers”
plus FREE TAKE ME TO YOUR LEADER$ CD OFFER. Also, learn
how to handle 25 tough selling situations and 25 difficult
closing problems with my
TAKE
ME TO YOUR LEADER$ Problem Solving Sales Manual
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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