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Sam Manfer Articles

Written by: Sam Manfer

C-Level Selling - The Great Customer Experience - Click To Read Article
C-Level Selling - The Great Customer Experience Happens When the C-Level Executives Are Satisfied. The Great Customer Experience requires making C-level executive constantly feel you are helping them succeed. Learn what’s required in this C-level selling article.

C-Level Relationship Selling – Good Work Won’t Win the Next Sale - Click To Read Article
To win sale after sale from the same customer, you must do more than good work. You must let buyers know what it took to make it good. You must associate yourself with the winning solution and prove that you’re special. Read and learn how.

C-Level Relationship Selling – How to Differentiate When Selling - Click To Read Article
Differentiating is a good talking point, but it doesn’t close sales. Showing you’re competent does. Use numbers, names and details to show your difference makes you competent in what matters to the C-Level buyer.

C-Level Relationship Selling – 4 Style Checks to Exude Trust and Believability - Click To Read Article
Learn a simple 4 step check to make all types of prospects immediately feel comfortable with you. To be successful in sales, one must be able to adapt his or her style to effectively interact with everyone.

C-Level Relationship Selling - 9 Active Listening Steps to Effortlessly Sell Prospects - Click To Read Article
Sales calls are the most important step for selling and relationship development. That’s why you have to have a strategy to get people talking while you listen with an ear to understand. Learn the 9 steps strategy to win-over C-Level executive and other prospects in this article

Selling to C-Levels - 8 Interviewing Tips to Easily Close Sales - Click To Read Article
Interviewing questions open up C-levels and other prospects to reveal the triggers that will cause them to buy from that interviewer. Interrogative questions turn-off people like a light switch. So to win-over prospects and C-levels, follow these 8 suggestions.

Selling to C-Levels - Engaging C-Level Executives in Productive Conversations - Click To Read Article
Senior and C-level people feel thier situation/businessis different than any others like them. Therefore, they don’t care about what you have to offer until they feel you understand them and their situations. Learn how to do this and you'll keep C-levels and other executives engaged and excited to be with you. It's easy if you follow these simple tips.

Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients - Click To Read Article
Being the preferred supplier takes more than good work. Learn 2 easy steps to attain preferred status with your accounts. All it takes is a few extra meetings. Learn the 2 steps in this article/ video.

C-Level Selling - Conquer Self-Doubt and Attain Confidence - Click To Read Article
Selling at the C-level requires confidence. Confidence is your reaction to those little internal voices that haunt you. These voices are messages programmed into your psyche from parents, teachers, siblings and childhood playmates. These messages / voices dictate how you see yourself – confident or laden with self doubt. Learn how to recognize those voices and change those that don’t promote your confidence.

C-Level Selling, 4 Steps for Closing Phone Inquiries - Click To Read Article
Turn 70% of incoming calls, Telesales and Call Center inquires into sales by establishing credibility and excitement within the first 30 seconds.

C-Level Relationship Selling – Gaining the Confidence Required for Selling High - Click To Read Article
Confidence exudes believability to C-level executives. Confidence comes from knowledge and knowledge comes from preparation. The more you know about selling to C-levels the more confident you’ll feel and the more you’ll sell.

C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships - Click To Read Article
Learn how to use what you do well daily to establish and enhance your credibility with C-Level executives and others people you’d like to win-over.

C-Level Relationship Sales Tips – Increase Sales by Stealing Competitors’ Accounts - Click To Read Article
Increase your sales by using these simple sales tips to steal your competitors’ accounts while developing C-level relationships.

C-Level Relationship Selling – Lower Levels Can Sell Easily to C-Levels - Click To Read Article
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 Selling - Handling Purchasing, Committees, and Delegated Subordinates - Click To Read Article
Use these proven C-level selling actions to work your way through purchasing, committees and delegates to win more sales. Committees, purchasing and low level delegates don’t decide. They only recommend. Read these sales tips and win.

C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection - Click To Read Article
Learn how to handle the sales objection, “The executive is too busy to see you.” Contacts use this excuse to block you. Yet bosses free-up time for necessary information to make their final decisions.

C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation - Click To Read Article
Meeting with powerful people makes anyone nervous. Unfortunately, if left uncorrected, you’ll be stuck with subordinates who tend to abuse and hold you hostage. So here is how to correct this executive intimidation situation.

C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers - Click To Read Article
Gatekeepers and blockers can be handled easily if you know how. Learn the details through this must read article.

C-Level Relationship Selling – Use Your Golden Network for Leverage - Click To Read Article
There are people you know who can coach you along to win sales, and/or cross-sells, and/or point out high quality leads. This article will show you how to open your mind so you can spot these people.

Networking Magic for C-Level Relationship Selling - Click To Read Article
Networking can produce leads, contacts, and C-level relationships better than any other method. This insightful article will give you the secrets to a surefire networking process.

C-Level Relationship Selling - Identifying the Ultimate Decision Maker - Click To Read Article
Deals are closed when all the top people give their approvals. This article will help you overcome the first step in getting to the real decision maker and his influencers - knowing who they are.

Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales - Click To Read Article
Relationships close sales, but most confuse socializing with relationship selling. Learn how entertainment if used with laser precision can create profitable relationships with CEOs and other C-Level executives.

C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - Click To Read Article
A great product/service can die on the vine if the sales person assumes s/he has the answers to the prospects problems. Here are some tips to activate prospects’ interests.

7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.” - Click To Read Article
Prospects show interest, yet leave sales people hanging with false hope. Learn how to turn interest into a quality lead, or realize it’s a dud.

6 Sales Management Drills for Relationship Selling to CEOs and Top Executives - Click To Read Article
Practice is not something one does when their good. Practice is what makes one good. Here are 6 drills on how to train your sales peoples to get to the top and make a selling difference.

Sales Management - 7 Selling Tips on Handling Price, Price, Price - Click To Read Article
You hear the price excuse or issue all the time. Well, here’s 7 ways to handle price objections and demands for the lowest price.

Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capture 100% of Clients' Business - Click To Read Article
Fulfilling expectations are what keeps relationships solid and useful. To meet your client’s expectations, make sure you know what they are. So as not to be disappointed, make sure your clients know your expectations. Here’s how to make sure.

C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating - Click To Read Article
Price battles happen because the C-Level decision maker doesn’t see a reason to pay more. Learn how to show differentiation where it counts and eliminate the low price argument.

C-Level Selling - Asking Sales Questions Is Easier Said Than Done - Click To Read Article
It’s easy to tell a sales person to ask questions and listen more. However, doing it is very difficult. Here are 5 steps to make the process easy and productive for closing sales.

C-Level Sales Training Tip 20 - Relate Immediately by Matching Your Chemistry - Click To Read Article
This C-level sales training article / video shows a simple process to get people to feel at ease and comfortable with you by matching your style to theirs. When people are at ease with you, they will listen to you, believe you and give you what you want.

C-Level Sales Training Tip 2 – The Prospect Seemed Interested, but the Sales Cycle Is Stalled - Click To Read Article
Learn to shorten sales cycles in this article by moving those sitting on the fence to closing.

C-Level Sales Tip 18 - Good Interviewing Leads to Great C-Level Presentations - Click To Read Article
Learn from this article how to get C-level executives or anyone to open-up and tell you everything you want to know about them personally, the sale, their company and more.

C-Level Sales Training Tip 17-Win-Over C-Level Decisison Makers with Effective Communications - Click To Read Article
Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. Learn from this article how to gab executives' interest and get them talking about what you have to say.

C-Level Sales Training Tip 16 - Conquer Executive Intimidation - Eliminate Sabotaging Self Doubt - Click To Read Article
Learn how to turn around reluctance or shyness to pursue powerful and/or desirable individuals in this article. Change intimidation into productive and enviable relationships. Intimidation is a form of self doubt which keeps us from networking and approaching the people we’d like to meet and know we should meet, i.e. influential and C-level decision makers.

C-Level Sales Training Tip 15 - Create the Confidence Necessary to Win-Over C-Level Executives - Click To Read Article
Confidence is what C-level decision-makers want to see in their selling partners. The best way to become confident is to prepare. Here’s how.

C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives - Click To Read Article
Credibility is paramount to sell, and develop professional relationships with C-levels and other powerful people. This article will explain the simple process to establish and enhance your credibility with C-Level executives, doctors, and other influential people.

Sales Management - The Next Sale Is the Game of Your Life - Click To Read Article
No matter you're a salesperson or sales manager every sale has a significant and immediate impact on your career. Everyday you play the game of your life. Learn how to make it to the playoffs and win with this article.

C-Level Selling Tip 13 - Steal Your Competitors' Customers - Click To Read Article
Steal share from competitors within 6 weeks. Learn how easy it is to get business from your competitors’ top customers.

C-Level Selling Tip 12 – Level to Level Selling Is a Myth - Click To Read Article
You don’t have to be at the upper level to secure meetings with C-Level and powerful people. The trick is who you know and what you have to say. Learn more in this article.

Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle - Click To Read Article
A committees or a subordinate has been delegated the power of awarding the contract. This C-level selling tip will help you handle this tough selling obstacle.

C-Level Selling Tip 10 - Executives Are too Busy and/or Have No Reason to See You - Click To Read Article
You hear or think C-level executives are too busy to see you. Learn how to handle this C-Level Selling obstacle.

C-Level Selling Tip 9 - Overcoming Executive Intimidation - Click To Read Article
Powerful people make everyone nervous, but if we don’t deal with it as sales people, we’ll be stuck with subordinates that stall our progress and mislead us on what it will take to win the sale, project or contract.

Five Tips for Creating C-Level Selling Confidence - Click To Read Article
One of the most powerful tools for C-Level Selling, selling to doctors or any influential people is confidence. So here a 5 tips to help you build your confidence.

C-Level Sell to Develop Large Accounts - Click To Read Article
Learn how to develop large accounts by getting-to the C-Level executives and attaining preferred status.

C-Level Selling - The Most Powerful, Yet Least Used Sales Questions - Click To Read Article
Learn how to get commitment from C-Level executive and how to handle resistance, ambivalence and “No’s”.

Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better - Click To Read Article
Are your sales people as good as you think they should be? If not, here is an easy, no-costs process to make them better.

Selling Doctors - Fear of the Doctor Is a Sales Person's Biggest Challenge - Click To Read Article
Sales people must realize that just because they are stuck with the subordinate, it doesn’t mean the subordinates control the decisions of what to buy and from whom. This article explains the situation and resulting problems.

Advanced Sales Training - 8 What-to-Do’s About Cold Calling - Click To Read Article
We all need new customers. Cold calling seems to be our default tactic and everyone will agree, it's highly inefficient and very demotivating. So here are 8 actions to take to make it work better for you.

C-Level Sales Management - Who’s Ready for More Sales - Click To Read Article
To get sales up, you’ve got to get help. Why, because you need it. If you didn’t and you knew what to do, you would have done it already, and more sales wouldn't be an issue. This article will tell you what to do.

C-Level Selling Tip 3: Sales Rejection, What You Didn’t Learn in College - Click To Read Article
Sales people have 3 role, marketing, selling and relationship development. Most only market because they really don’t know the difference. Then they get rejected. Learn all the skills from this C-Level Selling Tip 3 - Sales Rejection.

Sales Peoples' Biggest Weakness – C-Level Selling - Click To Read Article
If you want overachieving salespeople they must know how to and be comfortable C-Level Selling. Most sales people deliver mediocre results because they lack this skill set. Learn how to put this missing major element into your salespeople.

C-Level Selling - A Sales Person's Best Resource - Click To Read Article
Sales managers and sales people are sympathetic to other salespeople. Learn how they will help you get to the C-Level and make your sale to their companies.

C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut - Click To Read Article
C-Level Selling and professional golf have a lot in common, but there is no money for second or low place.

C-Level Selling Tip 6: Networking, Use Your Resources - Click To Read Article
Everyone needs more business, and the best way to get more is to network your way through the doors to the C-level offices. Learn about networking with this C-level selling tip.

C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers - Click To Read Article
Gatekeepers and blockers are one of the biggest obstacles to C-Level Selling. This article and the free e-book and videos available from the links provide will never make getting to the Leaders a problem for you again.

Create Large Accounts by Establishing C-Level Relationships - Click To Read Article
Learn how to move from vendor to preferred supplier in a heart beat. Here’s the path to C-level executive suites. Once relationships are established there, sales come easily and continuously.

C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship - Click To Read Article
Relationships at C’s and high levels are easy to attain if you know how. Let me explain.

C- Level Selling -- Subtleties Make Big Differences in C-Level Selling - Click To Read Article
Just a few words rephrased, or a few actions rearranged can make huge differences when it comes to winning over C-level executives and closing sales. However, without a sales coach you’ll never pick-up what needs to change with your approach and/or delivery.

C-level Selling Tip 7 – Leveraging Your Golden Network - Click To Read Article
Leverage your golden network - those that like you, work with you and those who have bought and benefited from you - to find a wealth of high quality leads and beat out competition.

C-Level Relationship Selling: Business Development Is All About More Sales - Click To Read Article
Any successful person learns process and probability - business person, athlete, gambler, sales person, etc. This article will show you how they can help develop more business.





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