How to Connect With C-level Executives and Build Business Relationships
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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
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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.
Transcript of How to Connect With C-level Executives and Build Business Relationships
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 [email protected]
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
