|
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 reasons 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" -
CD |
|
| 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" - CD |
|
Take
Me To Your Leaders #2
"Developing The Relationship" - Download
Now |
|
Take
Me To Your Leaders #2
"Developing The Relationship" -
CD |
|
| Take
Me To Your Leaders - Both CDs |
|
| Take
Me To Your Leaders - Both Downloads |
|
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| Benefits
Of This TeleSeminar: |
- Participants will
learn valuable skills they can apply immediately in their job and start
getting results.
- Your entire sales
team can listen to the presentation by listening to the cd or download.
- 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" - CD |
|
Take
Me To Your Leaders #2
"Developing The Relationship" - Download
Now |
|
Take
Me To Your Leaders #2
"Developing The Relationship" -
CD |
|
| Take
Me To Your Leaders - Both CDs |
|
| Take
Me To Your Leaders - Both Downloads |
|
Back
To Top
| Will
I Get Materials/Handout? |
- Yes. After your
purchase, you will be emailed your notes.
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" -
CD |
|
| Take
Me To Your Leaders - Both CDs |
|
| Take
Me To Your Leaders - Both Downloads |
|
Back
To Top
 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" - CD |
|
Take
Me To Your Leaders #2
"Developing The Relationship" - Download
Now |
|
Take
Me To Your Leaders #2
"Developing The Relationship" -
CD |
|
| Take
Me To Your Leaders - Both CDs |
|
| Take
Me To Your Leaders - Both Downloads |
|
Back
To Top
- $49 per download/cd
- $68 for both downloads/cds
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" -
CD |
|
| Take
Me To Your Leaders - Both CDs |
|
| Take
Me To Your Leaders - Both Downloads |
|
Back
To Top |
