ADVANCED BUSINESS DEVELOPMENT GROWING YOUR BUSINESS WITH THE 7 C'S
Topics Covered in the Program
Understanding your selling style and your buyer's style will help you to improve your communication with prospects and customers, it helps you know HOW to communicate in the most efficient way to different people.
The 7 C's – Participants will:
Choose: Understand the Importance of identifying and prioritizing target accounts, defining your ideal customer profile or ICP that's a perfect fit for your solution
Connect: Understand the research behind the need for sales professionals to re-frame their mindset when promoting their products or services from targets and quotas to actual customer impact so that they can generate better results and overall career satisfaction. Organizations with the purpose of having their products or services improve the lives of their customers significantly outperform organizations that don't.
Clarify The what & the Why: Understanding what the customer does and why their business exists and aligning this information with your product or service offering creates a customer-centric mindset, making you more efficient at adapting to changing preferences or new customer needs that arise.
Compel: Understand the importance of positive influence, as well as the proper integration and order of empathy and influence to increase the overall chances of success, issue resolution, and general satisfaction and building loyalty.
Confirm: Understand the benefits of consistent use of an Opportunity Assessment job aid are unmistakably clear. Cycle times improve, later stages flow more smoothly, up-sell revenue increases – and the sales team makes its targets.
Continue: Understand that making customer engagement part of your core business practice will help in maintaining existing customers and also attract new customers. Use effective communication strategies and mediums to post content through direct contact platforms such as social media and email. Encourage your targeted customers to respond by sharing or commenting. Use surveys smartly for feedback.
Champion: Understand the need and purpose of powerful conversations is to influence people and change mindsets. Powerful conversations establish bonds between people, clarify intentions and create a lasting impression. The words we use, and the way we use them, signal both our savviness and our mindset.