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What makes sam manfer’s sales seminars successful?

What makes sam manfer’s sales seminars successful?

Success in every process is a result knowing and understanding the effects of all the elements of the process and then aggressively implementing them.  Like any successful endeavor, one cannot coach themselves, be it in sports, education, or learning how to execute selling processes successfully.

Sam Manfer has been a winning coach who has turned thousands of average sales professionals and sales managers into star performers of their respective firms.  Here is what makes these seminars of Sam Manfer worth attending.

First, sales seminars by Sam Manfer present the tactics and strategies of proven sales processes using the actual situations of the sales people’s customers and industries; then each individuals is mentored by Sam and his/her associates and his/her manager on how to implement these tactics and strategies:  then Sam coaches (offers suggestions) to participants on what to do in actual tough and challenging circumstances, again using their actual accounts and prospects; and finally, shows mangers and sale professionals how to hold each other accountable for the continuing execution of the tactics and strategies of the selling processes.

These tested and proven sales processes include:

Rewarding Prospecting and Thriving Territory Management,
Winning Selling Strategies,
Engaging Sales Calls and Persuasive Presentations,
Interactive C-Suite Selling and Establishing Highly-Leveragable C-Level Relationship,
Productive Large Account Management for Cross-Selling and Preferred Vendor Status,
Effective Sales Management.

Implementation of unique methods

From the use of “Opportunity Matrix” for securing more closable prospects, to “The Trinity Method” for overcoming C-level executives intimidation, Sam uses innovative and unique techniques, strategies and tactics developed from proven and tested psychological and sociological findings for working with 21st Century  buyers.

Small group sizes

To make sure that each participant grabs each and every point in a clearer manner, the size of the group is kept to a maximum of 25 participants.These individual are then subdivided into small teams of 5-7 individuals to insure everyone gets attention and support from each other, their manager and Sam.

Emphasis on the sales professional feeling competent and comfortable

To ensure participants become comfortable in handling all sorts of situations, Sam works with the sales professionals using their actual accounts and selling situations.  Additionally their small group and manager participate in helping the individual structure implementation to his/her own personal style. In this way the sales person hits the ground running with actual plans and strategies for sales calls the next day.  The closing results of these sales endeavors alone pay for the cost of the seminar.

Focus on achieving faster, easier, and more profitable sales

The use of a repeatable, trainable, systematic approach taught by Sam helps the sale professionals and managers continue to prosper.  Sales close faster. Closing rates exceed 70%.  Pricing objections are eliminated. Profitability is raised, and commissions soar to new levels after learning the secrets from Sam Manfer’s  selling seminars.

Sales seminars by Sam Manfer can prove to be a turning point in the career of sales professionals and Sales Managers.

And now I invite you to learn more:

BONUS TIP:  Get a free C-Level selling book from Sam Manfer

Sam continues to delight the individuals from sales community through methods. This time, Sam is offering C-Level selling book ‘Take Me to Your Leader$’ free of cost.

Get your free copy by clicking here

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.

11 Techniques for Sales Professionals to Boost Confidence Levels

11 Techniques for Sales Professionals to Boost Confidence Levels

11 Techniques for Sales Professionals to Boost Confidence Levels

What if I tell you that by boosting your confidence to a substantial level, you can have an edge over majority of your competitors?

And yeah, by implementing a set of multiple techniques, you can effectively raise the level of your confidence.

Some of these essential techniques include:

  1. Learn how the customers of your client can attain benefits (direct or indirect) from the product/service you are selling.
  1. Don’t forget the age-old fact that a person’s name is the sweetest sound for him. Therefore, use the name of the prospect on regular basis.
  1. Practice makes a salesman perfect! Therefore, rehearse as much as possible to fill your mind with oodles of confidence.
  1. Asking questions directly boosts your confidence. Make the habit of using “Why” and “How so” in your conversations to maintain the flow of the conversation.
  1. By complementing others, you can raise your own confidence levels, too. Keep a keen eye to notice the positive qualities of a person, so that the compliment sounds natural.
  1. When you surround yourself with positive people, you automatically start feeling motivated. This also ensures that you start experiencing an increase in the energy level.
  1. By putting yourself into a constant learning mode, you can experience a positive change in your personality. And this directly acts as a booster dose for raising the confidence.
  1. Enroll yourself for a seminar that can guide you through the ins and outs of selling.
  1. Visualize each sales opportunity as an interesting game. This will minimize the nervousness and help you in persuading the prospect seamlessly.
  1. Learn as much as you can about the industry of your potential client. This will not only make you confident but will ensure that the prospect takes you more seriously.
  1. Considering even the tiniest things as a part of success keeps you motivated throughout the sales cycle.
Talk to C-Levels about What Really Matters Now

Talk to C-Levels about What Really Matters Now

Today’s sales nugget from Sam Manfer’s book, Take Me to Your Leaders, reminds you that every executive is different, and it can be deadly to spout the “same old party line rhetoric” to everyone.

Typically C-levels, CEOs, CFOs, senior VPs, care about corporate survival, competition, market share, and profit/loss. Mid-level managers discuss quotas, budgets, costs, performance, and immediate subordinates. Lower-levels worry about current projects and functional responsibilities. This is the 80/20 rule and tempts lots of sales people to skip the preliminary investigation and go right to their stock presentation.  Unfortunately, when you’re talking with one of these key influencers you don’t know whether you have the 80% in front of you or the 20% in front of you.

Additionally, even if you have the typical person, everyone has his or her own hot buttons making some of the typical stuff more important than some of the other typical stuff.   And then, depending on the moment, what was a high priority yesterday may not be the priority of today. And then, if s/he hasn’t told you the issues de jour, how does s/he know you know.

So play it smart.  Don’t jump to the “party line” value proposition or your “features” and “benefits.” and run the risk of losing your credibility and the executive’s interest. Always do the ground work.  Learn each person’s concerns, and/or confirm what was said last time you spoke.  Then spin your presentation to show each person individually how to win with your offering.

Build Instant Rapport with C-Level Executives

Build Instant Rapport with C-Level Executives

Ever notice how certain people get along better than others.  Each executive has his or her own chemistry. You must match yours to theirs or they’ll feel uncomfortable answering your questions, which also mean they’ll never believe what you say.

Today’s sales nugget from my book Take Me to Your Leaders, helps you identify C-Suite executives chemistries for engaging so you can match yours to theirs to establish instant rapport.

4 Key Gauges for Interaction

  • Pace – Does s/he speak quickly or slowly?
  • Results – Is her description of issues / wants detailed or in general terms?
  • Social – Does he talk one-on-one, or does he bring a group?
  • Risk Tolerance – Does he want a solution that fixes the problem(loss avoidance) or an alternative that takes him to the next level (gainer)?

Observe your executive when he answers questions, and you’ll be able to gauge him. Then adjust your gauges to his chemistry. He’ll feel comfortable with you and listen and trust what you say.

As An Example

During an interview with an executive, he talks quickly, in broad generalities, with his two VPs present, and his main concern is that it better help them beat competition.

Your presentation to him should be with your team in front of his associates to offer the facts quickly, and boast about all the great things it will do for them; forget explaining the specific details of how.

Don’t Let Your Hard-Earned Relationship Stagnate

Don’t Let Your Hard-Earned Relationship Stagnate

Sales people continually tell me they have great relationships with their clients’ C-Level executives.  Well, here is the test.

What have you done for your executive lately?

What has your executive done for you lately?

This is the win-win bond that defines a positive professional executive relationship.

Today’s sales nugget from my book Take Me to Your Leaders reminds you to keep your guard up; competitors will move in quickly if you don’t maintain your professional relationships.

The executive has approved and bought your product/service, and now is the time to cement your professional relationship.

  • Deliver and remind him you worked hard to make it happen.
  • Provide continued results that offer “positive professional impacts,”
  • Keep asking questions to stay current on needs and expectations,
  • Make a specific plan for ongoing contact and meetings – not necessarily social contact;
  • If the C- level is pleased (when asked) with the results you’ve been delivering, then ask for more business,

Don’t slack off or competitors will find an opening — relationships are assets to maintain and reassess frequently.

5 surefire tips for selling to C-Level Executives

5 surefire tips for selling to C-Level Executives

Selling to the decision makers of an organization can be one of the toughest tasks for the sales people. It, therefore, becomes necessary to apply a planned approach to ensure positive results.

We present five surefire tips that will boost your chances of closing a deal with C-Suite level executives.

Here we go…

  1. Treat gatekeepers with respect

Instead of considering a gatekeeper as a threat, you can take his or her support to get to the top management. Make sure to treat him/her with proper respect in order to receive their help in persuading the C-Suite executives.

  1. Give special emphasis on research

Apart from learning about the top executives through annual reports, company’s website, and LinkedIn, you must also connect with their business managers. Analyzing the whitepaper written by them will also help in understanding their objectives.

  1. Dress effectively

If you want to impress a CEO, you need to dress like one. Present yourself in a well-groomed and polished manner to leave a positive impression on the prospect.

  1. Reflect how they can boost the revenue

People at the top of the management will take more interest in service or product offered by you if they are able to enhance their revenue from it. If your product allows the clients in reducing their costs, be clear during the explanation

  1. Indulge in practical training from a reputed institute

A practical training from a reputed firm will not only help in strengthening the relationship with the C-Suite but will also help you in becoming a leader among the team of sales professionals.

You can transform your C-Suite sales skills by joining training sessions from Sales Mastery Institute.

How to master the account management skills?

How to master the account management skills?

Account management is an art which requires regular practice to achieve mastery. You must also implement a set of techniques to maintain healthy relationships with your clients.

Some essential techniques for handling the clients like a pro are discussed below.

Learn ins and outs of your client’s business

This includes having detailed knowledge of your client’s business objectives, types of customers they deal with, and current scenario of their business. This will help in delivering the service in a streamlined manner.

Reflect your passion

Clients love to work with professionals who are passionate and enthusiastic. This strategy makes sure that in the event of an error related to product and service, the impact is minimized.

Customize plan of action

As the business of every client is different, it is necessary to custom design the strategies for each client on the basis of their expectations.

Consult the client on an array of subjects

Other than offering advice on the service offered from your end, do not hesitate in consulting the client on topics that are not directly associated with your vertical. For becoming a trusted consultant, you need to learn insights about your client’s industry.

Deliver the best

At the end, nothing beats the superior quality of the product or service. Keep track of the quality management practices used by your company to ensure that the client receives the finest product.

Apart from implementing these techniques, you can go for professional training on effective account management from Sales Mastery Institute (SMI).

C-Level Selling – 5 Steps for Proving Your Price Is Worth It

C-Level Selling – 5 Steps for Proving Your Price Is Worth It

Getting a better price than your competitor is all about knowing what the prospect is willing to pay extra for. This is usually not obvious, and many times the prospect is not even aware what it is.  But most salespeople ignore digging deeper to uncover the secret motivator. However, to have the assurance you can deliver it, the prospect must realize s/he want it and you know what it is s/he is willing to pay extra for.

If your features look the same as the competitors, why pay extra. One pays extra for benefits, not features.  If you know the real benefits this buyer is looking for and you can show him or her you can deliver better than or as well as your competitor, you’ll get your price.

Price is an excuse. If the prospect doesn’t perceive the benefit for him or herself, even free is always too high.  Buyers will usually ask for a better price or look for a sale, but, the price is not what’s holding them back.  Getting g that extra with assurance is.

Most of us want the prospect to get excited with exactly what we have and be willing to pay our price. The problem here is prospects usually don’t know what they want and would just like to get rid of you. Price or “Can’t afford it,” is usually a good way to do it.   If prospects really knew what they wanted and what it was worth to them, they would be calling you and telling you roughly the price they would be willing to pay.   The job of a good sales person is to lead them with questions so that both of you can figure it out.

The Quick Fix

If you just want a quick technique, try this. When the prospect says the price is too high, assume it is an excuse. Don’t suck-in.   Just say, “OK, what else.  You might learn something interesting.

The 5 Step Price Justification Process

Don’t give your price before these steps or you’ll rarely have what’s needed to justify your price.

Interest

First – qualify there is a legitimate interest, a problem, a challenge, issue, desire, etc. before talking price. Don’t assume, “They all want the same thing.” Even if they do, this prospect has to tell you, otherwise s/he won’t know that you indeed do know.

The next key question is, “Why is it a problem or desire?”

If the prospect is unwilling to answer these questions, she is probably just shopping you such as a purchasing agent would do.

Worth

  • Second – Ask, “What happens if you do nothing?”   If there is no real pain or pressure to do something about it, the prospect is not going to pay any price. Move on to the next prospect.

Their Solution

  • Third – how would s/he want to solved the problem, or at what price? Many want the solution, but they don’t want to do it your way or at your price. So ask, “If you could wave a magic wand, how would you eliminate this problem (or attain this desire)?”Again, don’t give your price until you’ve pulled out the information. If you do, they have what they need and you’ve lost control. The irony is; if you keep them talking about what they want, they will keep talking and be happy to do it. This is where you learn the real motivators.

Presentation

  • Fourth – When finished and before giving the price, ask how, “How do you feel (not “what do you think”) about what I just told you?”
    • If s/he feels good, you’ve made your case and now give him the price.
    • If s/he is not overwhelmed, ask, How come?” If she does not feel good, she is not going to buy no matter the price.

Perspective

  • Fifth – If your price is worth the “benefit”, but there is still resistance, then something else is holding the prospect back. Draw this out and let the prospect tell you how to eliminate his concern. i.e. Ask, “What would I have to do to make you feel better about eliminating this concern?”
    • If s/he says, “Lower the price.” You say, “How much? What else?” or “How come you feel the price is too high?” ….. Then, again, say, “ What else?”The above five steps take confidence, know-how, discipline, and practice. These steps also require more time to execute initially, but save hundreds of hours of anxiety and dying slowly.