Whether you sell pencils or planes, you better have a relationship with the top decision-maker.

If you want to increase your sales and retain more customers, you need to learn how to gain access to decision makers, and how to build and leverage professional relationships.

If you or your sales people are not getting to the top decision-makers in your customers’ organizations -- let Sam Manfer show you the way! These hard-hitting sessions will work you into the executive’s suite to gain positive position for first and follow-on sales.

1. Learn how to win over executives and leverage their support.
2. Get beyond budget excuses from subordinates.
3. Move from “bidding” to “negotiating.”
4. Discuss value and options -- rather than price and terms.
5. Gain a greater competitive advantage.
6. Close first and follow-on sales quicker and more profitably.
7. Get the critical information about the sale and not the hype.
   

Note: This teleseminar is in 2 different segments. You can purchase either or both. You don't have to listen to one in order to listen to the other.

TeleSeminar #1: Getting to the Executive		TeleSeminar #2: Developing the Relationship
1. The Importance of Executive Relationships Getting started – Prospecting to Executive Relationships The elements of a professional relationship Reasons to pursue executive relationships and reason we don’t pursue them. 2. Identifying the Key Executives and Other Influencers Organization Charting Their size vs. your impact 3. Getting to Executives Get through gatekeepers and blocks. Overcome intimidation and executive fear Understand it’s a rationalization - it’s not necessary, too busy, no reason to see you. Get positioned against embedded competition. 4. Establishing Credibility and Developing Confidence Moving up the Credibility Pyramid Customer Preparation Self Preparation		1. Recap – Elements of Part I 2. Talking to an executive Marketing, selling and establishing executive relationships – the difference and when to apply each. Preparing for the executive meeting. Approaching the Executive and setting the stage to get information. Questions to keep the executive engaged and to get maximum information Listening, and note taking. Validating the information for mutual understanding. 3. Moving from a Meeting to a Relationship How to impact the different personality types Build and present your value proposition to impact this executive. Differentiate your offering in a way that is important to this executive Determine the executive’s success criteria and define measurements to gage success. Confirm the relationship. 4. Using the Relationship Gathering critical inside information about this and follow on sales. Networking to other important decision-makers. Add-on services and business Referrals 5. Maintaining the Relationship Build an interactive, ongoing plan to keep this executive engaged. Become aware of changes and the effects. Develop strategies to deal with threats and opportunities of change. Restructuring your offering and investment.

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - CD
Take Me To Your Leaders #2 "Developing The Relationship" - Download Now
Take Me To Your Leaders #2 "Developing The Relationship" - PreOrder CD (will ship in 2-3 weeks)
Take Me To Your Leaders - Both CDs
Take Me To Your Leaders - Both Downloads

 

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• “Sam’s process got my people to the CEO’s and COO’s of a Fortune 100 company which led to additional business we wouldn’t have gotten with 10 sales calls at the lower levels."
  Rick Finkbeiner, President, SuperValu Logistics
  
• “Before working with Sam 30% of my people made President’s Club. After Sam’s training and coaching 70% of my people went to President’s Club.”
  Deborah Surrette, President National & Wholesale Markets, Allegiance Telecom
  
• "Sam put a process in place that reduced bid and proposal cost 30%, increased win rates from 33% to 83% and doubled sales in one year.”
  Dan Ozley, VP, Satellite Systems, Lockheed Martin
  
• “Take Me To Your Leaders keeps the essence of how-to sell higher clear, concise and simple.”
  Larry Harmsen, Sr. Vice President, ProLogis
  
• “Confidence is what makes salespeople great and Sam’s Trinity concept is the best method I’ve seen to get it. Sam explains how to overcome the fear of networking and the fear of asking for critical information to win orders.”
  Greg Stover, VP Sales, NER Data
  
• "IT solutions are a major change for an organization and impact everyone. CIO’s, CFO’s CEO’s and other C’s initiate, influence and approve these decisions. Take Me To Your Leader$ stepped me through an effective process of establishing useful relationships with these executives."
  Robert W. Johnson, VP and General Manager, North America Sales, Unisys Corp.
  
  
  

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - Pre-Order CD (will ship in 2-3 weeks)
Take Me To Your Leaders #2 "Developing The Relationship"

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• Participants will learn valuable skills they can apply immediately in their job and start getting results.
• You don’t have to waste time traveling.
• No special equipment.
• No dress code.
• You can hear expert sales trainers at a fraction of the cost. It would cost you thousands to bring Sam Manfer to your site. This doesn’t include travel expenses your employees and other costly expenses associated with hiring a high caliber speaker.
  

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - Pre-Order CD (will ship in 2-3 weeks)
Take Me To Your Leaders #2 "Developing The Relationship"

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• Yes. You will be emailed teleseminar notes.

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - Pre-Order CD (will ship in 2-3 weeks)
Take Me To Your Leaders #2 "Developing The Relationship"

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Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. Through his speaking he has inspired people to be all they can be. Sam is an expert sales person and he uses his personal experiences along with humor ans stories to show sales people how to implement his sales strategies and tactics. As a keynote speaker or seminar leader, Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. He develops and delivers his own materials and is also a

consultant, seminar leader, and sales rep for Miller Heiman, Wilson Learning and other sales/leadership-training companies.
Sam's prior experiences include President of ATP Corp., President of Advantek, VP Sales and Marketing for Gemcor, Business Development Manager for British Petroleum and Planning Manager for Fisher Price Toys. He started and ran his own manufacturer's rep firm and also created a North American master-distributor business.

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - Pre-Order CD (will ship in 2-3 weeks)
Take Me To Your Leaders #2 "Developing The Relationship"

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• $49 per cd/download
• $68 for both cds/downloads

Note: This teleseminar is in 2 different segments. You can purchase either or both. You don't have to listen to one in order to listen to the other.

Take Me To Your Leaders #1 "Getting To The Executive" - Download Now
Take Me To Your Leaders #1 "Getting To The Executive" - Pre-Order CD (will ship in 2-3 weeks)
Take Me To Your Leaders #2 "Developing The Relationship"

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