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Sam Manfer's Articles in Sales

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Be Distinct or be Extinct Differentiating your solution or your company is from the others is how important people decide who is going to win their company’s business. This article will give you the big picture and the small details that cause influential people to decide on you or not. Increase Retail Sales by Being Attentive The first rule of retail selling is to attend to the individual. This article will show you how to engage them so you can then persuade them. The Most Important Selling Tip In order to capture people’s attention, get them to tell you their problem or what they want. Once you understand where they are coming from you can adjust your presentation to connect them to you. Sales Training: 8 Steps to Close Sales Quickly Using a proven selling process make selling easy and financially rewarding. Here is the selling process that has generated hundreds of millions of dollars for all sorts of industries all over the world. Take Control and Your Relationships Will Flourish Getting control over someone’s decision-making is easy but unnatural for most sales people. This article will show you how to influence decisions and sell more quickly with less effort. C-Level Selling: Executive Relationships - The Primer The benefits of being connected to the C-Level and top executives is tremendous. This article give a complete roadmap of how to get to them, what to say and do, and how to develop these lucrative associations. Selling at the Executive Level - The 5 Elements: Part V- Performance Delivering results provides the real basis for selling at the executive level. It enhances credibility and establishes the executive relationship. This article will show how results are very different for the various decision makers on the same project. Selling at the C-Level - The 5 Elements: Part IV- Credibility Credibility is critical for developing relationships. Since exec’s are busy and tough to meet, you’ve got to attain it on your first visit. This article will show you how to use transferred credibility to develop your own quickly. C-Level Relationship Selling: Selling at the C-Level, The 5 Elements: Part III - Confidence In order to sell at the C-Level you have to believe you belong with these people. This requires confidence and elimination of self doubt. This article will show how to build you’re confidence so that both you and the executive believe you belong. C-Level Relationship Selling: The 5 Elements: Part II - Focus Focus on getting to the C-Level and influential people and you will get to them. This article will show you how to hone your focus and set the stage with others. C-Level Selling: Move from Vendor to Preferred Supplier by Relationships Selling Corporate Leader$ Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. C-Level Relationship: Selling at the Executive Level Part I - Purpose The purpose for selling at the executive level and winning over the relevant leaders is to obtain quality leads and close sales plus a lot of other competitive and price advantages. C-Level Selling: C-Level Relationship Selling Overcomes the Lowest Price Syndrome Low price bidding and low price hassles are the domain of low- level decision makers. To get the best price for your services connect with the leaders. C-Level Relationship Selling: Relationship Selling Eliminates Cold Calling Successful sales people spend 50% of their time with existing customers trying to develop selling relationships. These connections produce far more sales than knocking on doors. There are better ways to prospect than cold calling. Sales Management -- Selling and Business Development in the 21st Century Selling, prospecting and marketing in today's world is very different than in the past few years and it is rapidly changing as we move into the future. In the 21st century, selling and business development will require prospecting using the Internet, Relationship Selling, Network Selling and Investigative Selling. C-Level Selling Is The Path to Cross Selling Making first sales and follow-on cross sells can go very easily if the sales person is connected to the C-level executives or profit-center leader. However, this is easier said than done. This article presents guidelines on how to connect with and leverage C-level and other influential executives. Successful Selling's Critical Ingredient Confidence is a salesperson's biggest asset because confidence exudes credibility, which goes to believability. This article provides three steps to develop confidence. Once confidence is attained, sales will close faster and easier. 6 Actions to Get You Prepared for Networking Without someone taking you to the leaders, you will suffer prospecting and selling rejection. Here are 6 steps to help you with networking challenges. C-Level Relationship Selling - 10 Tips for Developing C-Level Relationships How would you like to be in a selling position where there is no competition; price is not an issue; business you never thought existed keeps rolling in; and budgets are created to buy your offerings. Well this could be you and this article tells how to get there. C-Level Relationship Selling: Account Mangers Are the Life Blood of Your Company - Especially Durin Account managers must be the best sales people of an organization. Best meaning they increase existing account sales the most via cross-sells, and upsells year after year. C-Level Relationship Selling Eliminates the Need for Low Price Bidding – A Case Study This actual event shows how C-Level Selling got an outrageous proposal accepted and shows how to overcome the downside of being a higher price supplier. 7 Reasons C-Level Relationship Selling Eliminates the Need for Low Price Bidding Are you frustrated by being a higher price supplier? Well, it’s not a problem to closing sales. Read this and find out how to easily overcome price objections. Eliminate 2 Common and Critical Selling Mistakes by Using C-Level Relationship Selling Do you get frustrated trying to crack new accounts? Do you chase RFP’s and wonder why you only win a few? Well, this article will explain what can be done to improve your situation tremendously. C-Level Relationship Selling – Increase Sales and Market Share Using C-Level Relationship Selling You know the pressured you’re always under to increase sales either from yourself or your management. Well you can eliminate that stress by reading on and discovering the most effective process to close bigger sales - faster and easier. C-Level Selling - Quality Sales Leads Will Come Once You Build Your Opportunity Matrix You can produce on-going quality leads and increase your selling successes by building your territory Opportunity Matrix - a visual chart that coordinates and prioritizes your actions to fit your available selling time. C-Level Selling - Know Where to Hunt and When – A 3 Step Process Building your market size and your market share from the ground up is a simple task. Have is a good visual that shouts out to-do’s with the best chances for closing sales. C-Level Selling - Generating More Sales Maximize your sales volume with the limited selling time you have by allocating your time proportionally to your best chances of success. C-Level Relationship Selling Requires Differentiating Your Company to Your Customers’ C-Level Manage To make a sale you must show you are better than your competition or any other alternative in the areas that are important to the important people. Better can have many meanings. 7 Advanced Sales Training Skills Required for C-Level Selling – Part I, Interviewing Selling basics will get one some orders, but they are not enough to connect with C-level decision makers who finalize sales decisions. Top producer with advanced selling skills get to the top and out sell one with only basics most of the time. It’s 11 PM. Do You Know Where You Are? Invest in yourself. You’ll be happy, make more money, have job security and all this will help the financial well being of your family. Invest in yourself and others will invest in you also. The Power of Selling in the Executive Suite Many sales people and managers feel it’s not necessary to get to the top – presidents, CEO’s, GM’s etc. They say their sale is technical, or top people don’t get involved, or whatever. No matter what you think, sales always end with the top person’s approval. The connected win. Networking Works; Cold Calling Leaves You Cold Cold calling is a waste or time. Networking is the most productive way to generate high quality leads. Yet many managers push sales people to do cold calling and sales people default to cold calling when they don’t take time to think and plan. This article shows the process of how to network effectively. Top 8 Steps to Guarantee Closing Sales No matter how complex a sale, follow these steps and you will close sales every time. And don’t kid yourself by saying it won’t work for your type of sale. Lead with “You” for Proactive Relationship Selling To get critical information from potential buyers and clients require asking questions in the right sequences and with the right phases. This article will give some powerful tips to open-up buyers’ minds to you. 4 Quick Tips for Cross-Selling Cross selling is the easiest and best way to increase sales, yet most sales people and marketers do it poorly. This article shows how to effectively cross sell.


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