Advanced Sales Training - C-Level Selling

Advanced Sales Training Tips 1-Leaders Make Decisions but You're Stuck with the Subordinates 

Leaders decide whether there will be any purchases or investments. They decide what level of spending they will make depending on the magnitude of the problem/s it solves or the expected revenue reward it yields.  They don’t decide based on price.

They also decide who the supplier will be.  They base their decision on whose product or service will do the most, with the least risk for them professionally and personally.

They delegate their subordinates to do all the investigations, bidding, and jawboning, but the leader makes the final call.

Executives listen to each other for suggestions and concurrence. Subordinates can be and are often dismissed.

The Situation That Commonly Occurs - Bids, Purchasing, and Proposals

Subordinates, consultants and purchasing people are usually directed to investigate a solution to a problem or opportunity.  They ask for proposals and they decide what to do with it.  If it fits their expectation, they pass the information upward for further actions and approvals.

The Resulting Problem - Stuck in the Purchasing Trenches

Too much time is wasted and too much money is spent trying to get friendly.  The people that are impressed with social encounters and gratuities are usually lower levels and do this with all vendors.    In this case no one has a competitive advantage.  Social relationships will not bind you to an individual professionally.

And now I invite you to learn more.

For more tips, suggestions and actions to use with your prospects, click this Advanced Sales Training 1 link  to purchase an 8-10 pages E-book dedicated to handling this situation and problem.

Bonus Tip:  Free Book -- “TAKE ME TO YOUR LEADER$”– The Complete Guide to C-Level Selling hardback version.  Network, get past gatekeepers, interact with executives, secure commitments and sell more than you ever thought possible.  Click this C-Level Selling Book Link  to learn more about this fantastic offer.

Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales.  His hands-on coaching turns individuals and sales organizations into selling whirlwinds.  Sam’s selling awards and $ Million sales  recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention.  Follow Sam’s C-Level Selling Blog for more insights.   Sign-up for his free Selling E-Zine. 

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