selling at (and to) a higher level

SELLING AT (AND TO) A HIGHER LEVEL

Jim Raffel CEO ColorMetrix

and Inspirational Small Business Story Teller

at Jim Raffel.com

Selling to Directors, VPs and the C-Level

The Goal

The Methods

Build Authority

Gain Trust

Practice Sound Salesmanship

High Level Selling Advantages Tap into emotional selling High financial signature

authority Decision makers,

it’s what they do Relationship based,

they become friends It’s easier in the long run

The Components High Level Selling

Trust

• Takes Time• Starts

today• Begins

increasing upon fist meeting

• Can be lost in a split second

Authority

• Takes effort• Starts

today• Continues

to increase and grow stronger over time

• Properly managed hard to lose.

Salesmanship

• The process matters

• Never forget your sales funnel

• Your database and network are everything

Building Authority

If you are Googling them ….

Guess what?

They are Googling you.

Building Authority

But…

Businesses don’t buy from businesses.

People who work for businesses buy from people who work for other businesses.

Social Media Goals

Search engine ranking (authority)

Your site and other trusted sites list first (reputation and trust)

Search engine traffic - inbound marketing(the payoff)

Shows your willingness to share

Social MediaConfusing – Right?

Social Media & Community Universe

Your Blog

YouTube

Linkedin

TwitterFaceBook

Email Marketing

Linkedin – Think Corporate Take time setting up a profile

Wait to add connections

Add a picture early in the process

Linkedin is your resume

Linkedin Tips

Write five recommendations for other

Share your blog posts

Don’t share your Twitter stream

Email marketing

Still works – better than ever

Should drive traffic to your company site

One message at a time

Share more than you sell

Email marketing tips

Look at your inbox

Model the successful campaigns of others

Write unique content for newsletters

Don’t include full blog posts - teasers

Your Community

Your Blog

YouTube

Linkedin

TwitterFaceBook

Email Marketing

Building Trust

The bad news: It takes time.

The good news: It takes time.

Solid authority and reputation facilitates the process.

Entire books exist on the subject.

Building Trust

Listen … a lot.

Baby steps.

Pilot projects and prototypes under radar.(remember: high signature authority)

Make them a priority in you life.(hint: not just during working hours)

Practice Sound Salesmanship The process matters.

Never forget your sales funnel.(follow-up and follow through)

Your database and network are everything.(automation without dehumanizing the process is your goal)

The Results

By demonstrating authority

You position yourself to gain trust

and practice sound salesmanship throughout the process

Finding Jim Raffel

http://JimRaffel.com Twitter: @raffel jim@jimraffel.com

http://ColorMetrix.com Twitter @ColorMetrix raffelj@colormetrix.com Cell Phone: 414-732-6954