Monthly Archives: January 2017

The Importance of Questioning In C-Level Selling

The Importance of Questioning In C-Level Selling

Selling your product or service goes far easier if you are connected to the C-level executive in charge. A combination of various strategies, along with proper preparation helps in easing the path to the C-Suite and to the minds of these top level executives.  Asking focused questions about the exec’s needs and wants is one such vital strategy that brings you closer to the individual and closer to your success.  Learn C-Level selling to make your selling easier.

Some major benefits of questioning in selling include:

  • It creates a meaningful conversation with the prospects, thereby extracting critical information necessary to help the sales professional understand and make the executive comfortable.
  • The sales professional gets to see challenges or problems s/he thought didn’t exist, which helps in offering solutions.
  • It helps in establishing an image that you are here for this C-level person to solve his or her problems rather than just sell a product or service.
  • You are able to offer a customized product that matches the needs of your client.
  • The attainment of benefits is discussed in a manner that helps the exec feel there is little chance of failure and maximum probability of success.
  • It also helps the C-Level feel the sales person truly understands the executive’s situation which leads to credibility and believability.
  • By listening aggressively the sales professional is able to identify the buying triggers of the C-Level which helps to structure a spot-on presentation.

Conclusion: All these benefits show that the strategic use of questions is a must for sales professionals. To know the effective way of asking questions, you can read the book “TAKE ME TO YOUR LEADER$.” This useful book also carries several other strategies to ease up the process of selling to the C-Level individuals.

Get a free copy of this useful book by contacting Sam Manfer via:

Phone: 949-364-6263

Or Email: Sam@SamManfer.com

5 surefire sales presentation skills

5 surefire sales presentation skills

A sales presentation is like a salsa dance. You need to maintain rhythm with your partner at all times. Yeah, you can consider the prospect as your partner.

To ensure that each session delights you and your prospect, you must follow a set of techniques.

Some of these surefire tips to attain successful results include:

  1. Tell Stories

By connecting a story with your product/service, you can boost the chances of sales to a substantial level. It is the emotional connect associated with the stories that will help you achieve success.

  1. Match the time with number of slides

Make sure to prepare the number of slides only on the basis of the time you will be having during the presentation. This will prevent you from rushing through the slides during the presentation.

  1. Use visuals

Instead of depending on the text, give more emphasis on the visuals while preparing sales presentation. That’s because the brain processes the visual information faster than the text.

  1. Try stretching before presentation

Stretching before a presentation and taking a deep breath will let you release anxiety. You can also recall some inspirational thoughts that you have read earlier to motivate yourself at that spot.

  1. Focus on engaging the audience from the beginning

If you have engaged your audience with the first sentence, you have won half the battle. Using a fact, question or a quote will help you engage the attendees.

Bonus Tip: Practice! Practice! Practice

When it comes to delivering a sales presentation successfully, nothing beats practice. You can analyze your posture, speed, hand movements, and other factors if you practice the presentation multiple times.