C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship
|
| Tweet |
|
Free PDF Download C-Level Selling for Closing Sales and Passing Legislation - By Sam Manfer |
Relationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure the professional relationships. Delivering results are thing you can control.
Many get confused thinking that social relationships are the relationships that make deals happen. It's extremely difficult to establish social relationships at the C's and high levels. They give you little time and are basically not interested in them with most vendors. So you have no control over these social relationships. Professional results are what they care about which leads to professional relationships, and you have control of these.
Common Situation
People Say Relationships Close Sales.
This is true, but most sales people feel a relationship is a social connection. They then strive to become chummy which is very tough to do at high levels.
Resulting Problem
Lots of Entertainment and No Business
Too much time is wasted and too much money is spent trying to get friendly. Lower level people encourage and are impressed with social encounters and gratuities and do this with all vendors. In this case no one has a competitive advantage. Social relationships at low level don't do much good and are next to impossible to form at high levels. Professional relationships at both levels are easily attainable and produce more business.
Check Yourself
Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
- 1. Do you tend to invite people to lunch, golf, or other entertainments before they buy? ____
- 2. Do you feel comfortable asking high level people for information about the benefits and results they desire personally from this purchase / project / etc?" ____
___ - ___ = ___
Positive is good;
Negative means you need to change
Related Articles
Home
> Sales
> Sam Manfer
> CLevel Selling Tip 4 Relationships with Cs Produces Business but You Dont Have a Relationship
> Google +
|
Free PDF Download C-Level Selling for Closing Sales and Passing Legislation - By Sam Manfer |
|
About the Author: Sam Manfer RSS for Sam's articles - Visit Sam's website SPECIAL BONUS OFFER: If you liked this article grab an autographed copy of TAKE ME TO YOUR LEADER$ by Sam Manfer. This 160 page best selling book is full of great selling tips for closing sales, handling price objections, beating competition, overcoming other selling challenges, and of course C-level selling. Click here to visit Sam's website. Sales Management The Next Sale Is the Game of Your Life CLevel Relationship Selling Identifying the Ultimate Decision Maker Selling to CEOs Tip 22 Get 100 of Business from 100 of Your Clients Selling Doctors Fear of the Doctor Is a Sales Persons Biggest Challenge 7 Sales Management Training Drill for Handling Im Interested but Ill get back to you |
Related Forum Posts
Share this article. Fund someone's dream.
Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva.
Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured Article
Internet Users Hbk - Appendix A Your Personal Assessment - Entrepreneurship
By Dr Don Yates Sr PhD, Avoid Online Scams
Trending Articles
|
|
Like this page? PLEASE +1 it! |
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!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Popular Articles
WHO DETERMINES QUALITY?
Contain The Complainers!
Exercises to Keep Your Mouse From Biting You
WHO DETERMINES QUALITY?
Contain The Complainers!
Exercises to Keep Your Mouse From Biting You
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.
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.







