Tweet

C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels

Guest post by: Sam Manfer

Article Overview: This article will help show selling to C-Level is not about title. It’s about the ability to deliver results. Sales people are typically intimidated by C-level executive and feel they are not the appropriate person to be approaching them.

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 because it has left an ugly mark. He calls his admin and she's also distressed. The VP of Sales is next door and he calls her over to look. She's no help. Then the admin says, let's call maintenance. George the maintenance guy comes up. He gets some Old English Polish, applies it, and the scratch disappears.

Two months later the CEO spills coffee leaving a stain. So who does he call directly? That's right George. Why, because George took care of the problem and delivered results. See it's not about level. It's about who can this high level executive trust to handle his issue. Here's a common situation. You feel you're too low on the totem pole to reach out to some senior managers. You feel it would be better for your boss to meet with this high level exec. The resulting problem is this. Your senior managers only have the credibility of their title. The problems are: (1) they are not as close to the situation as you are and can easily screw up the opportunity the minute they open their mouths, and (2) you lose your chance to develop credibility.

Prepare Yourself

1. Pick and exec you'd like to meet. Getting to high level people (or anyone) is all about credibility.

a. What have you done to earn credibility with that executive? If nothing,

b. Who has credibility with this executive and is willing to transfer it (set-up a meeting) to you?

c. What would you have to say for that person to set-up a meeting for you?

2. People will only agree to meetings if there is a benefit for them. What's in it for this executive to meet with you? Be detailed and specific. You'll have to use this to get that meeting.

3. Other than title, what qualities do higher level people have that gets them meetings?

a. What does their position represent to get them the meeting?

b. What do you have to do to represent the same effect?

4. What would it take for your boss to get a meeting? What would he say? What additional work (if any) has to be done to get you the meeting instead?

5. List 3 people at high levels you've met with by yourself or without your boss?

a. How did you get there?

b. What's keeping you from duplicating these same steps for a future meeting?

6. What else can you do to be seen as a credible solution source to a senior manager?

Tak'n It to the Streets

1. Now for that same exec you pick above, how will you get him or her to respect and trust you?

a. Get someone the executive trust to introduce you. Look to those people you've work with. But you'd better be prepared.

b. Show them or remind them they can win with you.

c. Tell them what to say and why it is important for the exec to meet with you. I.e. you want to make sure his/her expectations are being met by you and your company.

2. In the case where you use your bosses, how will you get them to transfer the credibility of their positions to you?

a. Instruct your boss to defer questions to you. Encourage your boss to let the client's exec know that you have the capability to handle his account. Note: You have to set this up with your bosses ahead of time.

And now I invite you to learn more.

Related Articles
  Taking Your Career to the Next Level
  C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship
  Selling in a New Age
  Reselling Your Franchise
  Find Franchise Success with Connecting...Not Selling
  3 Easy Steps to Sell More By Selling Less
  "I'm a Relationship Salesperson"
  You CAN Sell - 10 Steps to Break Through Sales Resistance
  How to Turn a Request for a Discount to Your Advantage
  8 tips to consider when selling your business
  What Is Your Communications Strategy?
  The 2 Best Ways to Sell Profitably on eBay
  Enjoy Your Small Business And Watch The Profits Roll In
  The Art of Selling
  Why Do Kids Sell Better Than Adults?
  At-ti-tude, n
  Change Your Sales Role and Become an Assistant to the Buyer, Your Prospect
  A Look Into Direct Sales Vs Multi Level Marketing Programs
  Finding The Right Prospects For your Business
  Selling on Price

Article Tags: clevel relationship selling, developing credibility sales training, Level to level selling, relationship management, sales management training



Related Forum Posts
Re: Today's Hottest Franchise? - I try to keep up on some of the hot franchises, I have noticed an increase in interest in the service industries. Lower cost, lower overhead etc... I think this is because most folks have less to invest or less they are willing to risk. John Henning Franchise Consultant
Removal of Director paperwork - Hello I have to remove a director from my company, does anyone know where I can find director termination paperwork, and paperwork to terminate officer status in a corporation. Also, I am looking for information on the legality of diluting existing shareholders shares when I have the controlling block. Relationship with business partner went sour. Regards, Peter
Re: LEADERS - Nice post, i like the Doers and the listeners comments from my handbook 8.5 HOW MUCH DO YOU KNOW ABOUT LEADERSHIP? Planning Problem Solving Vision Innovation Leadership Emotional Intelligence Delegation Communication Self-Development Relationship Building Commercial Financial skills Personal Energy Ethics Transparency Even there I see that we are missing "PASSION"
Your advantage over others - Sell using your USP - unique selling proposition. Why should people buy from you, instead of your competitors? Think about it, why are you so great? It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Coaching Tip: Identify Your Core Values

Word of Mouth Marketing Tips Fuel Success

RULE YOUR BUSINESS LIKE A SHINE STAR

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.