Advanced Sales Training - Selling to
CEO's and Other C-Levels
C-Level Relationship Selling – Overcoming Executive Intimidation
Approaching a senior level executive, doctor
or high government official is very nerve racking and usually
holds sales people back from approaching the ultimate decision
makers. That’s
because we’re anticipating an unpleasant outcome or projecting a
negative experience.
The antidote is positive projection and preparation.
Say to yourself that you are capable enough and smart
enough to go face to face with this corporate exec, high
government official, doctor, etc.
Preparing for this meeting will help you feel more
comfortable and confident.
Preparing Yourself
-
Pump yourself up.
Say out loud “Unless I get to the top person and s/he
agrees to my solution, I won’t make the sale – End of
Story.”
-
Realize high level executives are or will
always be involved with your sale – no matter what your
contacts tell you.
-
Ultimately what these executives want is
what matters.
Ask yourself:
“How will these C-level decision makers get my information?”
-
Prepare:
Talk to people who know the executive.
-
Ask questions to learn his/her
motivation and desired results.
What will you ask?
-
Who can go with you?
Who knows the exec best and can go with you and
say what?
-
How will you handle issues?
-
Project Positively:
Tell yourself, “This person is seeing me for a
reason. I want
to know what it is.”
“S/He needs my information to make a risk free
decision.” “I
can solve his/her problems if I know what they are.”
-
Wrap you mind around the idea that this
meeting is about learning, not coercing or pushing.
Tak’n It to the Streets
Pick three top executives in one of your
existing accounts.
-
What do you want to know?
-
What will you say to learn more about
each of them as it relates to further sales? For example,
prepare open-ended questions about issues, opportunities
and/or concerns.
-
Who can help you set up a meeting with
each individually? Check your Golden Network
As an Example
A client who had used me in his previous
position asked me to train the sales people in his new and
larger company.
After the training I asked him what I should do to get networked
into the rest of the company.
He said, he was having a Christmas party and the CEO was
coming. He invited
me to come if I wanted.
At the party he introduced me and gave the CEO a little
credibility statement about me.
My first words after the intro where, “So what are you’re
issues and concerns as it relates to business development in
your company?” One
year later I had the contract for all of his company.
Was I anxious?
You bet. Was
I prepared? You bet
I was.
And now I invite you to learn more.
Bonus Tip: Recession Proof Selling -- Use my
best selling
book TAKE ME TO YOUR LEADER$ and 2 CD Seminar
to learn how to handle tough selling situations and
difficult closing problems related to selling C-Levels and other
Top Decision Makers. Learn to develop relationships with
these leaders and leverage their power for referrals, more and
more sales, and cross-selling.
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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