How to Connect With C-level Executives and Build Business Relationships

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In this slide deck, Landslide Technologies brings you Keith Ferrazzi, CEO of Ferrazzi Greenlight. Keith presents strategies for building business relationships with c-level executives.

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  • very interesting presentation, i would like to share the CV of one of the best reputated executives in Spain, Cesar Alierta, President of Telefonica: http://en.wikipedia.org/wiki/C%C3%A9sar_Alierta
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How to Connect With C-level Executives and Build Business Relationships

  1. 1. 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
  2. 2. Keith Ferrazzi The Invisible Man Keith Ferrazzi Razi Imam
  3. 3. Myth or Reality? <ul><li>It is impossible to connect with C-level people. </li></ul><ul><li>C-level people only talk to C-level people. </li></ul><ul><li>C-level people hate salespeople so much that you should change your job title so it doesn’t include the word “sales.” </li></ul>The Invisible Man Keith Ferrazzi Razi Imam
  4. 4. Selling to the Invisible Man <ul><li>Achieve greater access </li></ul><ul><ul><li>Using a relationship-focused process and innovative tactics </li></ul></ul><ul><li>Make it personal </li></ul><ul><ul><li>Business Relationships = Personal Relationships </li></ul></ul><ul><li>No place for product sales </li></ul><ul><ul><li>Time to solve their deepest problems, personal or business </li></ul></ul>The Invisible Man Keith Ferrazzi Razi Imam
  5. 5. 7 Stages to Building Relationships for Success <ul><li>FOCUS - I know what I want. </li></ul><ul><li>TARGET - I know exactly whom I want to approach. </li></ul><ul><li>DEFINE - I know what I have to offer. </li></ul><ul><li>ALIGN - My existing resources and relationships are contributing to my success. </li></ul><ul><li>APPROACH - We’ve met and they know who I am. </li></ul><ul><li>BOND - We are friends. </li></ul><ul><li>RENEW - I keep current with the interests and desires of my friends. </li></ul>The Invisible Man Keith Ferrazzi Razi Imam
  6. 6. The Intimacy Pyramid The Invisible Man Keith Ferrazzi Razi Imam
  7. 7. The Generosity Pyramid The Invisible Man Keith Ferrazzi Razi Imam
  8. 8. <ul><li>Network </li></ul><ul><li>Prospect </li></ul><ul><li>Qualify Interest </li></ul><ul><li>Consult </li></ul><ul><li>Negotiate </li></ul><ul><li>On Board </li></ul><ul><li>Up Sell and Cross Sell </li></ul>Keith’s Relationship Selling Process The Invisible Man Keith Ferrazzi Razi Imam
  9. 9. <ul><li>Relationship Selling Process </li></ul><ul><li>Masterful Conversation </li></ul><ul><li>Differentiate the Experience </li></ul><ul><li>Build Genuine Relationships </li></ul>Selling to C Levels The Invisible Man Keith Ferrazzi Razi Imam
  10. 10. <ul><li>Subscribe to Keith’s free Tip of the Week at www.NeverEatAlone.com </li></ul><ul><li>To contact Keith, write to [email_address] </li></ul>How to connect with Keith The Invisible Man Keith Ferrazzi Razi Imam
  11. 11. The Invisible Man Keith Ferrazzi Razi Imam & Questions Answers www.Landslide.com (866) 450-8522
  12. 12. <ul><li>Ring of Confidence </li></ul><ul><ul><li>How to develop a sales and marketing strategy that makes your competitor irrelevant and creates an emotional brand loyalty </li></ul></ul><ul><ul><ul><li>Renee Mauborgne - Author of the best selling book – Blue Ocean Strategy </li></ul></ul></ul><ul><ul><ul><li>Kevin Roberts – Author of Lovemarks and CEO of Satchi and Satchi </li></ul></ul></ul><ul><ul><ul><li>Gabor George Burt – Sr. Strategist Blue Ocean Strategy </li></ul></ul></ul>The Invisible Man Keith Ferrazzi Razi Imam

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