The Seven C's of Common Sense Selling
The Seven C’s of Common Sense Selling are: Comfort, Competition, Confidence, Community, Communication, Competence and Customer Focus. Each one of these could be a stand-alone topic that may be discussed more in the future.
Comfort – Be comfortable in the skin of a professional sales person. Embrace the fact that you are a professional sales person. If you are more focused on the “next” position, you will not be focused on winning. I have had titles from district marketing rep to EVP, but have always thought of myself as a professional sales person. This is a common trait among many senior sales executives across the globe.
Confidence – Be confident in yourself, your selling team, your executive team and your offering. If you are not confident with any of this, understand why, talk about it and put together a plan to overcome the lack of confidence.
Community – Embrace your sales team as a “TEAM”. Everyone on the sales team should contribute; a professional sales person gets the best from each team member. Take advice, give advice, and set the direction.
Communication – Document the sales strategy and sales plan for each opportunity. Keep the sales team and management updated on current status and what is left to do. Professional sales people are comfortable with a transparent sales process and seek two-way communication.
Competence – Know what you are selling, why it is important, your competition, your prospect and what could happen if your prospect does nothing. If you are not certain about something, ASK.
Customer Focus – Stay focused on the prospect/customer needs and how you can make them successful. Keep the selling team focused on solving the customer issues. Be customer specific.
Profit from your Common Sense - Good Selling
Comfort – Be comfortable in the skin of a professional sales person. Embrace the fact that you are a professional sales person. If you are more focused on the “next” position, you will not be focused on winning. I have had titles from district marketing rep to EVP, but have always thought of myself as a professional sales person. This is a common trait among many senior sales executives across the globe.
Competition – Identify and understand your competition. NEVER think that you have no competition. In this tough economic environment, there is always competition for the budget dollars. Get to know all of your competitors; direct, internal politics, other projects (new and existing), resources and straight up budget cuts. Understand your exposure, then professionally position and sell against all competitors.
Confidence – Be confident in yourself, your selling team, your executive team and your offering. If you are not confident with any of this, understand why, talk about it and put together a plan to overcome the lack of confidence.
Community – Embrace your sales team as a “TEAM”. Everyone on the sales team should contribute; a professional sales person gets the best from each team member. Take advice, give advice, and set the direction.
Communication – Document the sales strategy and sales plan for each opportunity. Keep the sales team and management updated on current status and what is left to do. Professional sales people are comfortable with a transparent sales process and seek two-way communication.
Competence – Know what you are selling, why it is important, your competition, your prospect and what could happen if your prospect does nothing. If you are not certain about something, ASK.
Customer Focus – Stay focused on the prospect/customer needs and how you can make them successful. Keep the selling team focused on solving the customer issues. Be customer specific.
Profit from your Common Sense - Good Selling
Posted by Mark Weisberger at 3/15/2009 2:38 PM 
Categories: Common Sense Selling
Tags: sales training Selling Enterprise software sales professional sales
Categories: Common Sense Selling
Tags: sales training Selling Enterprise software sales professional sales
Nice post,
Great selling tips...
Anyway, thanks for the post
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