Sam Manfer
MS, P.E., CSP
Official Guide
Sales Management Coaching and Sales Training Expert
Sam Manfer Quick Facts
- Main Areas
- Sales, Sales Management & Selling to C-Levels
- Best Sellers
- TAKE ME TO YOUR LEADER$ - The Complete Guide to C-Level Selling
- Career Focus
- Author, Speaker, Sales Coach
- Affiliation
- Sam Manfer, Sales Mastery
Sam Manfer is the leading expert on Selling to C-Level executives and other high ranking, tough to see people. His best selling book TAKE ME TO YOUR LEADER$ has been showing hundreds of thousands of sales people how to get-to senior, influential people, engage them in meaningful conversations, and establish professional relationships that can be leveraged for more and more sales.
Since 1995 Sam has been speaking, consulting, writing and leading seminars in sales, sales management and personal development. Through his speaking he has turned hundreds of thousands of sales people into over-achievers, as well as turning thousands of sales managers into effective leaders, sales trainers and coaches.
Sam believes that sales training is meaningless without sales management training. He continually pushes sales managers to learn to train their sales people on the various sales processes because sales people respond the best when trained by their managers. Sam also works hard coaching sales managers on the most effective methods for helping their sales people improve to deliver above expected sales results.
Sam will be the first to admit he has lost lots of business by telling CEO’s and Senior Sales Managers that executives and front line managers need to learn the sales management process in order to run an effective selling effort. The sales team is only as good as how well it is managed, and few managers where ever educated in the science of training sales people, coaching them and holding them accountable for performance.
As well as being an award winning sales manager for Fisher-Price Toys, BP, and Gemcor, Sam is also an expert sales person having made Presidents Clubs for Miller Heiman Sales Training and ATP Robotics. He uses these personal experiences along with humor and stories to present his proven, proprietary sales processes and how to implement his sales strategies, tactics and techniques.
As a keynote speaker and seminar leader, Sam has addressed hundreds of thousands of new and experienced sales people and senior managers all over the world. His client list is a Who’s Who of all types of businesses in various industries - Marriott, Emerson, Kemper, Fleur, Apple, Sprint, and many smaller companies. He develops, delivers and guarantees sales results through his company Sales Mastery.
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Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating
Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alte ative. Better in an area of importance to someone is worth more money. Keep in mind, doing nothing is an alte ative and many times, your biggest competitor. Showing you’re the best of the choices available is called differentiation. You separate yourself, your company and/or your solution from the others.
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***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred
It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that sneaks-in under the radar that will be yours. For those projects that have to be bid, you’ll know when they are coming down the pike. You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.
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***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships
It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have relationships – good ones and weaker ones.
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***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business
What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an account is the people. This means the account plan is made up of relationship plans for the profit-center leader and his or her staff of how you and each of them will continues working together for the benefit of each other.
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***Sales Management - 7 Selling Tips on Handling Price, Price, Price
Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, as in, “Get us the best deal.” Price could be in this range, or within my budget, or what I can afford. Price could be, “We’re big and we know we can squeeze you.” So here are some tips to handle price.
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***7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”
Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.
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***6 Sales Management Drills for Relationship Selling to CEOs and Top Executives
Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you realize the advantages, you’ll start focusing on getting to CEOs, profit center leader, or top officials and their immediate staffs.
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***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide
“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. It may look something like, “You’ve got a problem you need to solve as it relates to …. You’re probably looking for solutions and you’re trying to find someone to help you. I’m curious what you see as your problem and what your concept of a solution for it is?”
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***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales
Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling.
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Sales Management I / III – A Better Way to Motivate Sales People
Sales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move
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***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives
Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly.
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***Create the Confidence Necessary to Win-Over C-Level Executives
Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence.
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Favorite Quotes & Thoughts from Sam Manfer
Those with the "In's" Win
Get to the C-Levels and Win More and More Business
TAKE ME TO YOUR LEADER$
Contacting Sam Manfer
How to get started
Spread like a virus through your customers' organizations
Other highlights
Get to the influential people and improves lead generation and closing ratios immediately
Whether you're a
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CEO wanting more top line revenue, or
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Sales Manager wanting better performance from your selling team, or
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Sales Person wanting to sell more, or
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Sales Training & Development Person needing better training tools, or
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Meeting Planner needing a dynamic speaking, sales expert,
Our Take Me To Your Leader$ process connects people to C-Level and top executives quickly which leads to faster sales cycles, better pricing, preferred status, a competitive edge and more and more sales.
Sales Mastery's proven proprietary processes for Network Selling, Investigative Selling and Relationship Selling have produced phenomenal sales results for hundreds of companies and tens of thousands of sales people and managers.
Since 1995 Sales Mastery has increased sales volumes for our clients, in good times and bad, with various product and service industries all over the world. Our consulting, sales training and sales managers' coaching yield more sales immediately.
So call us now and let Sales Mastery explore with you your opportunities and challenges so that we can tailor suggestions, solutions and services to give you what you want.