The most important element for making a sale is getting the powerful and influential decision makers, especially the ones with the final approval authority, to approve your offering.
You may have made sales in the past without meeting with these decision makers and therefore think that accessing and selling to them is not necessary. Whether you knew it or not someone did your selling for you to win those sales. Likewise, many of the sales you have lost when you didn’t get to the top decision maker are due to a worthy competitor gaining that access and earning the final approval to buy their competitive solution.
Gaining access and winning over C-Suite executives, top government officials, and busy doctors is simpler if you know what to do and what to avoid. In this course you’ll learn how to get to these decision makers, learn their desires and pressures, and then show them how your solution will solve their needs better than any alternative. You’ll experience shorter sales cycles, reduce pressure to lower your price, overcome situations when there is no budget to buy your solutions, and more.
Review Questions: Selling at the C-Level and Developing Executive Relationships
Final Exam: Selling at the C-Level and Developing Executive Relationships
Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.
Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.
Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
Since 1995 Sam Manfer has been training tens of thousands of sales people and sales managers and consulting in various industries all over the world. His client list is a Who’s Who of Fortune 500 and smaller companies.
Sam Manfer conducts customized seminars in all aspects of selling and is the leading expert in selling to executives and c-level relationships selling.
His processes for Prospecting, Networking, Sales Call Effectiveness, Strategic Selling, Large Account Management, Consultative Selling and Relationship Management are installed in thousands of companies that retain him to refresh and upgrade their sales people and managers.
Through his sales processes, Sam and his staff have turned mediocre sales people into over-achievers.
Sam is an expert sales person and he uses his personal experiences along with humor and stories to show sales people how to develop and leverage high-level relationships and how to implement his sales strategies, tactics and techniques.
As a keynote speaker and seminar leader, Sam has addressed thousands of experienced sales people and senior managers in hundreds of sales meetings all over the world. Sam develops and delivers his own materials and integrates them into Sales Mastery.
Sam has also been a consultant, seminar leader, and sales rep for Miller Heiman, Wilson Learning and other sales/leadership-training companies.
He has been awarded:
Sam’s prior experiences include:
Licenses and Certifications