Selling at the C-Level
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Selling at the C-Level

This course explains how to get to the decision makers and then show them how your solution will solve their needs.
0.0 (0 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
0 students enrolled
Last updated 7/2017
English
Current price: $10 Original price: $50 Discount: 80% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • 2 Articles
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Explore techniques to identify the ultimate decision-maker for your sale.
  • Identify 2 methods to build confidence and overcome the uncomfortable feeling or reluctance of approaching senior executives.
  • Discover the 5 necessary concepts/actions for getting to and winning-over key decision-makers – purpose, focus, confidence, credibility and results.
  • Identify 7 sure-fire actions to get through blockers and other obstacles keeping you from the leaders.
  • Explore the 6 stages of credibility and the 3 criteria necessary to move through each stage.
  • Discover how to efficiently extract critical information that will enable you to win-over the most senior decision makers.
  • Discover how to transfer these senior executives’ credibility to you for access to others and referrals.
View Curriculum
Requirements
  • No advanced preparation or prerequisites are needed for this course.
Description

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. 

Who is the target audience?
  • Anyone interested in Sales, Marketing or related fields
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Curriculum For This Course
11 Lectures
01:59:17
+
Introduction
9 Lectures 01:59:13



Gate Keepers and Blockers, Too Busy, and It's been Delegated (FOCUS)
10:46

Embedded Competitor (CONFIDENCE)
07:20

CREDIBILITY
05:07

RESULTS
13:38

Course Summary
01:53

C-Level Selling and Developing Executives Relationships Continuous Play
01:01:12
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Supporting Materials
2 Lectures 00:04
Slides: Selling at the C-Level and Developing Executive Relationships
00:02

Selling at the C-Level and Developing Executive Relationships Glossary/Index
00:02
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REVIEW AND TEST
0 Lectures 00:00

Review Questions: Selling at the C-Level and Developing Executive Relationships

REVIEW QUESTIONS
3 questions

Final Exam: Selling at the C-Level and Developing Executive Relationships

FINAL EXAM
5 questions
About the Instructor
Illumeo Learning
4.2 Average rating
63 Reviews
601 Students
159 Courses
Condensed and Efficient Courses for Busy Professionals

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.

Sam Manfer (Illumeo)
0.0 Average rating
0 Reviews
0 Students
1 Course

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:

  • Presidents Club from Miller Heiman,
  • Triple Threat Performance Award from British Petroleum,
  •  Outstanding Employee Award from Fisher-Price Toys.

Sam’s prior experiences include:

  • President of ATP Corp.,
  • President of Advantek,
  • VP Sales and Marketing for Gemcor,
  • Business Development Manager for British Petroleum,
  • Planning Manager for Fisher Price Toys,
  • Started and ran his own manufacturer’s rep firm in New York State,
  • Created and managed a North American master-distributor business for automation robots.

Licenses and Certifications

  • Certified Speaking Professional (CSP). the highest earned designation given to a member of the National Speakers Association
  • Registered Professional Engineer (PE) in New York State

Education

  • BS Degree in Civil Engineering from SUNY,Buffalo
  • MBA in Marking and Operations Research from SUNY,Buffalo.