Author RSSC-Level Selling - The Great Customer Experience Happens When the
How much time do you spend with the senior staff of you customers? I’ll bet not much – that’s not good. I’ll also bet that if by chance you do know them, you check-in to only say hello and see if there is anything they can give you – that’s not good aga...
C-Level Relationship Selling – How to Differentiate When Selling
It’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every ...
C-Level Selling - Conquer Self-Doubt and Attain Confidence
Confidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from t...
C-Level Selling, 4 Steps for Closing Phone Inquiries
Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an inquiry, obviously interest i...
C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships
Credibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you.
So how does one get credibility? Well you’ve been developing it all y...
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, ex...
C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels
A CEO is working with a lot of papers on his desk. Underneath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed bec...
C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates
Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibilit...
C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection
How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to ...
C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers
People block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuc...
C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide
"I've got a great product, and I know this prospect can use it, but I can't get this person interested." Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word "I". Look how many times "I" is used.
T...
6 Sales Management Drills for Relationship Selling to CEOs and Top Executives
Practice is not something one does when their good. Practice is what makes one good.
1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you'd like to get to top level executives in your customers' ...
Sales Management - 7 Selling Tips on Handling Price, Price, Price
Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be wh...
Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capture 100% of Clients' Busines
What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company ...
Selling to CEOs Tip 24 - Stay Close or Your Competitors Will Steal Your Relationships
Professional relationships are like bank accounts in two ways. First, if you have them, they are an asset, that can be used to make more money for you. The more professional relationships you have the more money you can make.
Second, the more depos...