7 C’s of Sales

In sales, there are bunch of acronyms and sayings that attempt to convey how we are supposed to sell. An example could be ABC or “Always Be Closing” that we discussed in class. Today I can came across the 7 C’s of selling. I found the framework interesting and mostly in line with what we’ve been discussing in class. There is even some overlap. The first “C” is clarity. A salesman must have the proper knowledge of his product to articulate his pitch in a clear way to his prospective customer. The second “C” stands for consistency. In this sense, consistency is defined as persistence in the face of failure. The third “C” is credibility. Credibility is your reputation within the industry. As a salesman, your reputation is everything you have. If a prospective customer feels as they cannot trust you because of what they have heard, you will likely have a tougher time selling to them. The fourth “C” is confidence. Customers want to buy from a salesman who’s confident in himself/herself, the product, and the capabilities of the company they represent. If you aren’t confident in the solution you bring to the table how is the customer supposed to be? The fifth “C” is communication. It is very important to figure out your prospective customer’s preferred mode of communication. Identifying this information and exceling in each mode of communication will help you sell more. The sixth “C” is connection. Without genuine connection, a sales meeting will end quickly. This connection can be cultivated through real interest and intentionality towards your customer’s pain. Showing investment in this pain identification process goes a long way. The seventh and final “C” is conversion. Conversion is another way of saying close. In order to be a great salesman, you have to be able to close. Closing is the most important part of the process.

The 7 C’s of Successful Sales Hunting