Take Me to Your Leader$

As principal member of Sam Manfer, Sales Mastery, Sam shares what he learned in his years of working for corporations such as Fisher Price Toys, the Carborundum Company, and others. He knows that the key to making the sale is getting to the real decision markers: the leaders of the company. Through this series of nuggets, Sam provides practical ways to discover who is in charge and to place yourself directly in front of the decision makers.

Listen to or read all the key ideas and insights from this title.

(*Visitors have access to the first three nuggets; subscribers have access to all nuggets)

Nugget ID	Nugget Name	Listen	Read
TBD	Focus on the Executives, Not Just the Subordinates
TBD	Make the Leaders Believe You've Got Their Back
TBD	Your Product/Service Can Solve Their Problems
TBD	Make Your Way to the Executive Suites*
TBD	Quality Relationships Beat Competitor's Promises or Cheaper Prices*
TBD	Help Executives Get What They Really Want*
TBD	The First Step: Admit You Encounter Barriers*
TBD	Find Out Who's Ultimately in Charge*
TBD	Facing a Dilemma? Sleep on It!*
TBD	You Know Someone Who Knows Someone*
TBD	Ask Your Golden Network for Information/Introductions*
TBD	Trust Breaks through the Barricades to Executives*
TBD	You're Stronger Than You Think*
TBD	Never Too Busy for Success*
TBD	Breaking through the Subordinate Line of Defense*
TBD	Wait Your Turn, Then Pounce!*
TBD	Respect + Trust + Results = Credibility*
TBD	More Preparation = More Confidence*
TBD	Talk about What Really Matters*
TBD	Stop Talking, Listen, and Learn *
TBD	Ask Good Questions; Get Good Answers*
TBD	Count to Four before You Speak*
TBD	Use Active Listening to REALLY Hear!*
TBD	Be Aware of Personality Styles*
TBD	Keep the Executive Relationship Strong*
TBD	Don't Let Your Hard-Earned Relationship Stagnate*
TBD	Understand What the Executive Wants*
TBD	The PROCESS of Networking*
TBD	The Salesperson Sells, Not Markets*
TBD	Sell or Move On!*
TBD	Execs Don't Need Friends; They Need Results*
TBD	Know Who's at the Top*
TBD	How High Should I Go?*
TBD	Keep the Referrer Happy*
TBD	Executives Are ALWAYS There, Even If Invisibly*
TBD	Solve Problems, Be Associated with the Solutions*
TBD	Voicemail Is NOT Impenetrable*
TBD	Continuously Educate Yourself on Selling Skills*
TBD	Have a Plan before You Meet*
TBD	Ask the Right Questions*
TBD	Get Personal/Get Information*
TBD	Results, Results, Results!*
TBD	After the Sale, You're Not Finished*
TBD	Maintain the Professional Relationship after the Sale*
TBD	Have an Ongoing Plan in Place*

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