The Invisible ManHow to connect with C-level executives and build business relationships

Razi Imam, CEO of Landslide

Keith Ferrazzi, CEO of Ferrazzi Greenlight

Keith Ferrazzi

The Invisible Man

Keith Ferrazzi

Razi Imam

Myth or Reality?

1. It is impossible to connect with C-level people.

2. C-level people only talk to C-level people.

3. C-level people hate salespeople so much that you should change your job title so it doesn’t include the word “sales.”

The Invisible Man

Keith Ferrazzi

Razi Imam

Selling to the Invisible Man

1. Achieve greater access • Using a relationship-focused

process and innovative tactics2. Make it personal

• Business Relationships = Personal Relationships

3. No place for product sales• Time to solve their deepest

problems, personal or business

The Invisible Man

Keith Ferrazzi

Razi Imam

7 Stages to Building Relationships for Success

1. FOCUS - I know what I want.2. TARGET - I know exactly whom I want to

approach.3. DEFINE - I know what I have to offer.4. ALIGN - My existing resources and

relationships are contributing to my success.

5. APPROACH - We’ve met and they know who I am.

6. BOND - We are friends.7. RENEW - I keep current with the interests

and desires of my friends.

The Invisible Man

Keith Ferrazzi

Razi Imam

The Intimacy Pyramid

The Invisible Man

Keith Ferrazzi

Razi Imam

The Generosity Pyramid

The Invisible Man

Keith Ferrazzi

Razi Imam

• Network• Prospect• Qualify Interest• Consult• Negotiate• On Board• Up Sell and Cross Sell

The Invisible Man

Keith Ferrazzi

Razi Imam

Keith’s Relationship Selling Process

• Relationship Selling Process

• Masterful Conversation

• Differentiate the Experience

• Build Genuine Relationships

The Invisible Man

Keith Ferrazzi

Razi Imam

Selling to C Levels

• Subscribe to Keith’s free Tip of the Week at www.NeverEatAlone.com

• To contact Keith, write to kf@ferrazzigreenlight.com

The Invisible Man

Keith Ferrazzi

Razi Imam

How to connect with Keith

The Invisible Man

Keith Ferrazzi

Razi Imam

www.Landslide.com

(866) 450-8522

• Ring of Confidence – How to develop a sales and marketing

strategy that makes your competitor irrelevant and creates an emotional brand loyalty

• Renee Mauborgne - Author of the best selling book – Blue Ocean Strategy

• Kevin Roberts – Author of Lovemarks and CEO of Satchi and Satchi

• Gabor George Burt – Sr. Strategist Blue Ocean Strategy

The Invisible Man

Keith Ferrazzi

Razi Imam