The Invisible Man How to connect with C-level executives and build business relationships Razi Imam, CEO of Landslide Keith Ferrazzi, CEO of Ferrazzi Greenlight

Keith Ferrazzi The Invisible Man Keith Ferrazzi Razi Imam

Myth or Reality? It is impossible to connect with C-level people. C-level people only talk to C-level people. C-level people hate salespeople so much that you should change your job title so it doesn’t include the word “sales.” The Invisible Man Keith Ferrazzi Razi Imam

It is impossible to connect with C-level people.

C-level people only talk to C-level people.

C-level people hate salespeople so much that you should change your job title so it doesn’t include the word “sales.”

Selling to the Invisible Man Achieve greater access Using a relationship-focused process and innovative tactics Make it personal Business Relationships = Personal Relationships No place for product sales Time to solve their deepest problems, personal or business The Invisible Man Keith Ferrazzi Razi Imam

Achieve greater access

Using a relationship-focused process and innovative tactics

Make it personal

Business Relationships = Personal Relationships

No place for product sales

Time to solve their deepest problems, personal or business

7 Stages to Building Relationships for Success FOCUS - I know what I want. TARGET - I know exactly whom I want to approach. DEFINE - I know what I have to offer. ALIGN - My existing resources and relationships are contributing to my success. APPROACH - We’ve met and they know who I am. BOND - We are friends. RENEW - I keep current with the interests and desires of my friends. The Invisible Man Keith Ferrazzi Razi Imam

FOCUS - I know what I want.

TARGET - I know exactly whom I want to approach.

DEFINE - I know what I have to offer.

ALIGN - My existing resources and relationships are contributing to my success.

APPROACH - We’ve met and they know who I am.

BOND - We are friends.

RENEW - I keep current with the interests and desires of my friends.

The Intimacy Pyramid The Invisible Man Keith Ferrazzi Razi Imam

The Generosity Pyramid The Invisible Man Keith Ferrazzi Razi Imam

Network Prospect Qualify Interest Consult Negotiate On Board Up Sell and Cross Sell Keith’s Relationship Selling Process The Invisible Man Keith Ferrazzi Razi Imam

Network

Prospect

Qualify Interest

Consult

Negotiate

On Board

Up Sell and Cross Sell

Relationship Selling Process Masterful Conversation Differentiate the Experience Build Genuine Relationships Selling to C Levels The Invisible Man Keith Ferrazzi Razi Imam

Relationship Selling Process

Masterful Conversation

Differentiate the Experience

Build Genuine Relationships

Subscribe to Keith’s free Tip of the Week at www.NeverEatAlone.com To contact Keith, write to [email_address] How to connect with Keith The Invisible Man Keith Ferrazzi Razi Imam

Subscribe to Keith’s free Tip of the Week at www.NeverEatAlone.com

To contact Keith, write to [email_address]

The Invisible Man Keith Ferrazzi Razi Imam & Questions Answers www.Landslide.com (866) 450-8522

Ring of Confidence How to develop a sales and marketing strategy that makes your competitor irrelevant and creates an emotional brand loyalty Renee Mauborgne - Author of the best selling book – Blue Ocean Strategy Kevin Roberts – Author of Lovemarks and CEO of Satchi and Satchi Gabor George Burt – Sr. Strategist Blue Ocean Strategy The Invisible Man Keith Ferrazzi Razi Imam

Ring of Confidence

How to develop a sales and marketing strategy that makes your competitor irrelevant and creates an emotional brand loyalty

Renee Mauborgne - Author of the best selling book – Blue Ocean Strategy

Kevin Roberts – Author of Lovemarks and CEO of Satchi and Satchi

Gabor George Burt – Sr. Strategist Blue Ocean Strategy