The 5C’s – Results Based Selling

With the 5C’s system your sales advisors will be better able to help your customers achieve a meaningful and measurable new business result.

Asking the correct questions in the right sequence is the key to quickly becoming a trusted advisor, uncovering previously hidden new opportunities and closing the business quicker.

Customers want value. They want a return on their investment. They want to achieve a measurable business result. They appreciate a business case because it helps them to understand that their investment in your solution has a measurable payoff for them and that it is a safe, correct decision. It makes it easier to do business with you.

The challenges

The challenges are what questions do you ask and how do you get the financial information you need to build the business case in order to show them that they will receive a ROI from their purchase? How do you ask these questions? Who do you ask? How do you know you’ve done it correctly? Buyers don’t want to be sold to. What will you do to cement the business without selling? How do you control the flow of the meeting so it feels right for the customer? What guidelines do you use to help you keep your meetings on track?

The potential

The potential exists for you to build stronger walls around your existing clients and to uncover more new opportunities than ever before. You’ll shorten the sales cycle and increase your closing rate and sales can rise dramatically. Your confidence will soar. The quality of the buyer’s experience dealing with you and your firm will improve and with it so will your retention and referrability.

Facilitation

Each engagement will begin with research to uncover the unique needs and specifics of your company and group. Your sessions will be custom designed so that the facilitated sessions are framed and debriefed in a manner that is real world and relevant to your people and the type of business that they specifically do. Everything will link back to your vision, values and main business goals. The sessions will be fun, highly interactive, and highly enjoyable for your staff and most of all effective in changing behavior that lead to new measurable business results for your company.

Follow up

Follow up is a critical success factor. Everyone knows it, most businesses talk about it and very few actually do it. That is why Chris Bennett will take a big piece of the follow up off your shoulders and put it on his. Since follow up and reinforcement are so important the more people helping the better. Therefore Chris Bennett has his own eight step follow up process he will suggest we employ.