Sam Manfer is a sales force development expert and makes any sales manager or sales person feel comfortable and confident getting to and talking with powerful decision makers. For his free “Selling Wisdoms” e-zine and articles on overcoming all the problems with C-Level Selling visit www.SamManfer.com .
Relationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure the professional relationships. Delivering results are thing you can control.
Many get confused thinking that social relationships are the relationships that make deals happen. It’s extremely difficult to establish social relationships at the C’s and high levels. They give you little time and are basically not interested in them with most vendors. So you have no control over these social relationships. Professional results are what they care about which leads to professional relationships, and you have control of these.
Common Situation
People Say Relationships Close Sales.
This is true, but most sales people feel a relationship is a social connection. They then strive to become chummy which is very tough to do at high levels.
Resulting Problem
Lots of Entertainment and No Business
- Professional relationships at both levels are easily attainable and produce more business.
Check Yourself
Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
- Do you tend to invite people to lunch, golf, or other entertainments before they buy? ____
- Do you feel comfortable asking high level people for information about the benefits and results they desire personally from this purchase / project / etc?” ____
Scoring: 2 - 1 = ??
___ - ___ = ___
Positive is good;
Negative means go to this Selling Problems & Solutions link http://www.clevelsellingtips.com for a FREE E-book "Getting Past Gatekeepers and Handling Blocker" and information about an 8-10 pages E-book with tips, suggestions and actions dedicated to handling this particular selling problem.
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