Creating 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 egos come with big titles and these people can be intimidating. Therefore a salesperson's biggest asset is confidence. So how do you build that confidence? Today sales trainer Sam Manfer walks you through the process.

If you're confident you exude credibility. Confidence leads to believability and trust, and credibility, believability and trust, respect and results are key ingredients necessary for selling to powerful and C-level executives. However, do not confuse confidence with arrogance or boasting. Confidence is stealth and very pervasive.

The best way to become confident is to prepare. Here's how. Learn about the situation or the executives before the engagement. Ask anyone you can about the situation and executive for information. If you open your mind, you'll think of a lot of people who can help you. Ask yourself what you want to know. Then prepare questions to get this info. Prepare questions for your contacts and for the executive. Have questions to confirm information and to gather new information. Before meetings call the executive and other participates to learn their expectations of the upcoming meeting. These and other preparations will get you ready and instill a feeling of confidence.

Visualize a positive outcome. Most people are intimidated and feel uncomfortable visiting powerful people. This is called fear in one sense or another. Fear is just the visualization or projection of a negative outcome. Why do you lock your doors? You worry someone will steal your belongings or hurt you. Why do you slow-up when you see a police car? You fear getting a ticket. You're visualizing the worst.

The same is true when thinking about officers of a company involved in the decision making for your sale. This nervousness goes to rationalizations (I really don't need to meet with the top people) and/or uneasiness once you decide it is necessary. It is all negative projection - they don't want to meet with you, or others will block you or feel badly if you go to their bosses, or you worry the meeting will go badly and you'll lose the deal. This is all negative speculation.

You don't know how it will go. You don't know that you'll get robbed if you leave your car unlocked. You don't know if your meeting will go well or badly. However, when you think negatively, you lose confidence and come across as weak and ineffective.

Confident people feel comfortable asking pointed, penetrating questions - ones to learn the executive's real issues, threats and opportunities, and they get the information without interrogating. They feel comfortable following-up with more questions to clear ambiguities and to understand the deeper meaning of words and phrases - often buried issues. Most importantly, they posture themselves to listen intently. These actions make leaders feel confident about the individual so that they can project positively about the upcoming deal.

Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com

Quote of the Week

"Confidence and enthusiasm are the greatest sales producers in any kind of economy." -- O.B. Smith

If you want to keep your sales up in a lagging economy, approach each day with the same confidence and enthusiasm you did in good times. Easier said than done? Then, take a few minutes each morning to remind yourself of your triumphs over adversity. And, while you're at it, remind yourself why your customers need your solutions. What do they like about using your product or service? What is special about doing business with you and your company? These positive thoughts are sure to boost your confidence and help you sail through the tough times.

Tips for Terminating Telephone Terror

Do you dread picking up the phone to make one more cold call? Here are a few tips that are sure to help, from Wendy Weiss, The Queen of Cold Calling.

Make a lot of telephone callsIf you only have one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you. The more calls you make, the more success you will have.

PracticeIf you are new to cold calling or uncomfortable with cold calling, practice your pitch out loud. Role-play with friends or colleagues. Practice various sales scenarios. This way you will not have to worry about what you are going to say, you will be prepared and you can focus in on your prospect.

Start with less important leadsIt will be good practice and less stressful. Once you feel more comfortable, start working on the more important leads.

Wendy Weiss is known as The Queen of Cold Calling. If you ache with dread when you pick up the telephone to call a new prospect, put Wendy's advice to use. If you break out in a cold, clammy sweat at the mere thought of having to make cold calls, Wendy can help you.

Wendy teaches an 8-week virtual Cold Calling College beginning Feb 19. You can learn all about it, and get some immediate expert advice, by joining her on a FREE preview call on Tuesday, Feb. 5th at 4:00 p.m. EST. Wendy will talk about cold calling, appointment setting and how to develop new business. She'll be sharing some tools and techniques that you can begin to use immediately to increase the numbers of qualified prospects you are able to meet.

Go here to learn more and register

Close With Confidence

It's hard to know the perfect moment to initiate the close ... if only you were a mind reader, right? In the new book of sales advice, Top Dog Sales Secrets, sales expert Linda Richardson gives you the next best thing to mind reading powers -- advice on how to close the sale confidently.

Perhaps the biggest reason salespeople are hesitant to close is that they are anxious about facing rejection, or shutting down communications. This typically happens when they haven't elicited enough feedback or signals from the client to know if it's safe to close. Most often, they haven't received these closing signals because they haven't asked for them during the call.

Checking is the process of asking for feedback throughout the call. For example, after positioning your message, responding to an objection, or answering a question, ask, "How does that sound?" or "How would that work?" or "What do you think about ...?" Asking for feedback on what you've just said provides critical information, and increases your confidence either to ask for the business, or proceed to the next step. When you fail to check for feedback, asking at the end of the call becomes an all-or-nothing situation.

This nugget of sales wisdom was excerpted from Top Dog Sales Secrets, a collection of sales advice of 50 top experts edited by Michael Dalton Johnson. To get your copy plus $2,500 worth of FREE BONUS GIFTS when you buy today, click here.

Quote of the Week

"If you are not moving closer to what you want in sales (or in life) you probably aren't doing enough asking." -- Jack Canfield

It's as simple as that: ask for what you want. If you've given a great presentation, answered all your prospect's questions, created value, and feel your prospect would benefit from your solution, then ask for the sale! You'd be surprised how few salespeople do this. Your prospects will be impressed with your confidence.

Foundation of a Salesperson

Business and career coach Diane Helbig had the ultimate sales role model in her father. "He believed completely in his product," says Helbig. "He was confident but not arrogant. He truly cared about the well-being of his prospects and clients - and they knew it. It was a pleasure to watch him interact with his customer."

While we all may not be lucky enough to have had such a strong sales role model, we can all benefit from the sales lessons Helbig learned from her father.

Believe in your product or service. If you are going to sell something, you should believe it is the best thing out there. Understand what makes it stand out; what its benefits truly are. What you believe emanates from you. If you aren't completely sold, people will know it - and won't want what you have to sell.

Exude confidence, not arrogance. Being confident - in yourself, in your product or service, in your message - is essential. However, being overly confident or arrogant will destroy you. Arrogance leads people to sell, to talk instead of listen. After all, they believe they know best.

Truly care about the well-being of your prospects and clients. Caring creates an environment where you are actively listening, and processing what you are hearing. You are realistic, honest, and capable of seeing things from the client's point of view. It's basic respect. You aren't trying to sell them. Rather, you are trying to help them solve a problem.

You'll know you're caring about your customers when you:
--Care that they get their problem solved - whether YOU can solve it or not
--Care that they pay a fair price
--Care that they make an informed (not coerced) decision

"You can see how when you believe in your product or service, are confident in yourself and your message, and care about your client's well-being, you will develop outstanding relationships," says Helbig. "It is those relationships that will bring you quality business for years to come."

Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople. Visit her website at http://www.seizethisdaycoaching.com.

Begging is Not Attractive

Yet you do it every day without realizing. How often do you find yourself thanking someone for taking your call? Or, asking for just five minutes of a prospect's time? You may think you're being polite, but you're coming across as begging.

Sounding pathetic is one of the surest ways to ensure that your customer will lack confidence and respect for both you and your organization, says sales trainer Tim Connor. People buy when they are ready to buy, not when you need to sell. You'll project a lack of confidence when you say things like:

"What time is convenient for you?" Instead of, "Let's see if we can arrange a mutually beneficial time."

"We're the best in the business." Instead of, "Let's see if our product or service will solve your problem."

"When can you let me know your decision?" Instead of, "Let's set a time to discuss your decision."

"Can I call you in a few weeks to follow-up?" Instead of, "I'll call you in a few weeks to discuss your questions and further interest."

These are just a few of the ways you may be sending prospects the message that you lack credibility and confidence in your ability to perform. Incorporate Tim's suggestions into your sales dialogue and enjoy the respect that is sure to follow.

-- Tim Connor is CEO of SalesClubsofAmerica.com and a contributor to Top Dog Sales Secrets. He is a popular speaker, sales trainer and successful author. Visit his website at TimConnor.com

Let's Shake on It!

"Much like dancing, the fine art of the handshake takes practice," says Michael Dalton Johnson. "Stand before a mirror and extend your hand. Check to see if you're projecting an image of confidence, warmth and enthusiasm. Keep in mind that your handshake reflects your personality, and should be a spontaneous gesture of friendly greeting that comes naturally from within," he advises. "With a little rehearsal, you will develop the ability to tailor your handshake to every situation you face, and each individual you meet."

Excerpted from Top Dog Sales Secrets