Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship

Guest post by: Sam Manfer

Article Overview: Relationships at C’s and high levels are easy to attain if you know how. Let me explain.

Free Download - C-Level Selling - The Great Customer Experience By Sam Manfer
Name: Email:

C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship

  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.

 

Scoring:    2   -   1    =   ?? 

            ___ - ___ = ___

 

Positive is good;

Negative means you need to change 

 

Related Articles
  What is the best way to develop my sales skills?
  How can you make more of your customers open your emails?
  Contribution
  Profitable Online Business Ideas and the Recession Part 2
  Social Networking or Social Distraction

Home > Sales > Sam Manfer > CLevel Selling Tip 4 Relationships with Cs Produces Business but You Dont Have a Relationship
Article Tags: business benefits, c levels, close sales, competitive advantage, entertainments, gratuities, li li, little time, much money, professional relationships, professional results, relationship, score, senior executives, social encounters, social relationships, ul

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
Dashed Line

More from Sam Manfer
CLevel Sales Training Tip 14 Credibility Is the Magic for Selling to CLevel Executives
CLevel Selling Tip 9 Overcoming Executive Intimidation
CLevel Relationship Selling 6 Actions for Handling Blockers and Gatekeepers
Sales Management 7 Selling Tips on Handling Price Price Price
CLevel Relationship Selling 4 Style Checks to Exude Trust and Believability


Related Forum Posts
Blog pinging Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
My entry My entry - 1. The Best Business Books Ever: The 100 Most Influential Business Books You'll Never Have Time to Read - this is a fascinating book about the history of Business theory, and I'd recommend it to anybody. 2. The Big Book of Small Business: You Don't Have to Run Your Business by the Seat of Your Pants, by Tom Gegax. Ditto. 3. PADI: The Business of Diving Book Okay, so this book won't be of use to anyone who doesn't want to start a scuba store, but I did, and this book was of course invaluable to me in reaching that goal.
Re: How to Promote Your Blog – The Definitive Guide to Promoting Re: How to Promote Your Blog – The Definitive Guide to Promoting - Great Post! Dont forget to put your blog in Anchor Text For SEO purposes for the keywords you want when getting backlinks (for example with article marketing)...Very important. You can conquer quite a few small Niches and get your site on the number 1 spot in Google!
Re: Due Diligence, Market Research.. Ahead of the curve. Re: Due Diligence, Market Research.. Ahead of the curve. - Congrats! A few months ago I wrote extensively on market research. Check in the Inventors corner for the posts. Let me know if I can help further! Dont spend a dime on a protype or advertising until you do some research! Jude
Removal of Director paperwork 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


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.



Featured Article


Bottom Footer
Share for a Cause












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

Fighting the Saw-Tooth Affect

BUILDING A HIGH PERFORMING TEAM

The Importance of Master Data Management (MDM)

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.