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C-Suite TV Talks The Game of Selling, Always Be Closing, and Getting a Seat on the Board

December 08, 2016 09:00 ET

Best Seller TV’s December Programming Features Authors Mitch Axelrod, Steve Napolitan and Jill Griffin

 

NEW YORK, NY–(Marketwired – Dec 8, 2016) – Best Seller TV, one of the top online business shows on C-Suite TV, announced its December programming featuring in-depth interviews with leading business authors Mitch Axelrod, author of The New Game of Selling: Attract, Convert, and Keep More Customers and Multiply Profits, Steve Napolitan, author of Capture Clients and Close Deals: A Simple Way to Gain Clients without Convincing or Chasing and Jill Griffin, author of Earn Your Seat on a Corporate Board – 7 Actions to Build Your Career, Elevate Your Leadership and Expand Your Influence.

 

Mitch Axelrod, author of The New Game of Selling: Attract, Convert, and Keep More Customers and Multiply Profits, talks about the old game versus the new game of sales. Being in business for more than 30 years, Mitch talks about the old sales strategies being all about manipulation, convincing, and closing the sale. The new approach is about doing what’s right for the customer and the company. He says, “If the customer isn’t right, it’s better to break and move on.”

Another key difference between old and new is that the old game was always a pitch; whereas the new game is more of a conversation and it can be summed up in one sentence: it’s not just business, it’s personal. Axelrod says that in order to create a good relationship with customers, companies need to stop being systemic and silo themselves behind rules and procedures. If those get in the way of the customer, you’re putting roadblocks ahead of customers, potentially damaging that relationship. He adds, “If when given the choice to follow your rules or obey policies and procedures or love and serve customers, love and serve your customers 100% of the time.”

 

Steve Napolitan, author of Capture Clients and Close Deals: A Simple Way to Gain Clients without Convincing or Chasing, talks about the process of making a human connection with clients, rather than just trying to make a sale or push them into a product or service they may or may not want. He argues that the sales process is very simple — find your perfect client, ask them what they want and then give it to them.

Steve is someone with a background in film, not in marketing, but learned the ropes quickly when he realized he could make a human connection with potential clients by asking the right questions, rather than just pitch them and sell them something. He says that executives are looking for solutions to their problems, but if what you’re doing is pitching them, they may or may not buy what you’re selling them. However, if you build a relationship and reach out to them at a deeper level, they’ll eventually trust you to solve their problem.

 

Jill Griffin, author of Earn Your Seat on a Corporate Board – 7 Actions to Build Your Career, Elevate Your Leadership and Expand Your Influence, talks about how to get on corporate boards, testing one’s readiness and the importance of having more women serve on corporate boards. Griffin says that being on a corporate board may give someone an ‘elite status’ — as they have to be appointed. They must also test their readiness before joining as it requires approximately 250 hours a year to serve. She compares being on a board to “getting an MBA every year” because she feels “I’m surrounded by people smarter than I am.”

Her book gives guided steps on how to actively prepare if you’re thinking about joining a corporate board. Griffin stresses that people need to do their research to see which boards have (or may have) openings that are relevant to one’s industry. She also talks about what women need to do get themselves on corporate boards; and believes the problem is the pipeline at the top. Since the pipeline doesn’t include many women, Griffin’s advice to women is: go in early, stay late and network because that’s where the most opportunities take place. The more networking they do, the better their chances to be seen and, eventually, appointed to corporate boards.

 

All episodes of Best Seller TV will air throughout the month on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created C-Suite TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“We’re closing our 2016 showcasing the old way of doing things versus the new way of doing things. Customers are a key component to any business and knowing how to reach them is something that’s constantly evolving as customers get more demanding,” Hayzlett said. “Also, since our audience is always looking for the next big thing, I think they’ll find the ‘how to’ steps of getting on a corporate board incredibly beneficial.”

 

For more information on TV episodes, visit www.csuitetv.com and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

 


About C-Suite TV:
C-Suite TV, an entity of the C-Suite Network, is a web-based digital on-demand business channel featuring interviews and shows with business executives, thought leaders, authors and celebrities providing news and information for business leaders. C-Suite TV is your go-to resource to find out the inside track on trends and discussions taking place in businesses today. This online channel is home to such shows as C-Suite with Jeffrey Hayzlett, Executive Perspectives Live and Best Seller TV, and more. C-Suite TV is part of C-Suite Network, the world’s most powerful network of C-Suite leaders. Connect with C-Suite TV on Twitter and Facebook.