Selling at (and to) a higher level

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Selling at (and to) a higher level

  1. 1. Selling at (and to) a Higher level<br />Jim Raffel<br />CEO ColorMetrix<br />and <br />Inspirational Small Business Story Teller <br />at Jim Raffel.com<br />
  2. 2. Selling to Directors, VPs and the C-Level<br />The Goal<br />
  3. 3. The Methods<br />Build Authority<br />Gain Trust<br />Practice Sound Salesmanship<br />
  4. 4. High Level Selling Advantages<br />Tap into emotional selling<br />High financial signature authority<br />Decision makers, it’s what they do<br />Relationship based, they become friends<br />It’s easier in the long run<br />
  5. 5. The Components High Level Selling<br />
  6. 6. Building Authority<br />If you are Googling them ….<br />Guess what?<br />They are Googling you.<br />
  7. 7.
  8. 8. Building Authority<br />But…<br />Businesses don’t buy from businesses.<br />People who work for businesses buy from people who work for other businesses.<br />
  9. 9.
  10. 10. Social Media Goals<br />Search engine ranking (authority)<br />Your site and other trusted sites list first (reputation and trust)<br />Search engine traffic - inbound marketing(the payoff)<br />Shows your willingness to share<br />
  11. 11. Social Media<br />Confusing – Right?<br />
  12. 12. Social Media & Community Universe<br />
  13. 13. Linkedin – Think Corporate<br />Take time setting up a profile<br />Wait to add connections<br />Add a picture early in the process<br />Linkedin is your resume<br />
  14. 14. Linkedin Tips<br />Write five recommendations for other<br />Share your blog posts<br />Don’t share your Twitter stream<br />
  15. 15. Email marketing<br />Still works – better than ever<br />Should drive traffic to your company site<br />One message at a time<br />Share more than you sell<br />
  16. 16. Email marketing tips<br />Look at your inbox<br />Model the successful campaigns of others<br />Write unique content for newsletters<br />Don’t include full blog posts - teasers<br />
  17. 17. Your Community<br />
  18. 18. Building Trust<br />The bad news: It takes time.<br />The good news: It takes time.<br />Solid authority and reputation facilitates the process.<br />Entire books exist on the subject.<br />
  19. 19. Building Trust<br />Listen … a lot.<br />Baby steps.<br />Pilot projects and prototypes under radar.(remember: high signature authority)<br />Make them a priority in you life.(hint: not just during working hours)<br />
  20. 20. Practice Sound Salesmanship<br />The process matters.<br />Never forget your sales funnel.(follow-up and follow through)<br />Your database and network are everything.(automation without dehumanizing the process is your goal)<br />
  21. 21. The Results<br />By demonstrating authority<br />You position yourself to gain trust<br />and practice sound salesmanship throughout the process<br />
  22. 22. Finding Jim Raffel<br />http://JimRaffel.com<br />Twitter: @raffel<br />jim@jimraffel.com<br />http://ColorMetrix.com<br />Twitter @ColorMetrix<br />raffelj@colormetrix.com<br />Cell Phone: 414-732-6954<br />

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