five steps to Great sales messaging

THE 5 C’S OF GREAT SALES MESSAGING​

6:36. That's how long it takes to read this article. Yes, I timed it. Milage may vary, but that isn't much time for the value I think it packs. Any kind of persuasion (sales, marketing, communications, etc.) will benefit from this 5 C framework. Think of it as a "superfood" for selling. What have you got to lose? 6:36? That's a small, calculated gamble. Go ahead, invest the time. If you regret it let me know and I'll make it up to you.
David Paull
Sales Geek

You’re passionate about what you sell. You know how good it is and what problems it solves. You make the calls, send the emails, and have the meetings. You close sales, sure, but something’s just a little off. 

You keep getting the same objections. Or you’re having trouble overcoming some unfavorable perceptions about your company. 

Or you’re not getting as many meetings as you want or closing as many sales as you need. It’s discouraging, but you press on. 

Does any of this ring true? If so, you’ve come to the right place.

Sales messaging is tricky business. Every buyer is different. They have different motivations, different fears, different restrictions, different measures of success. Yet your messaging has to resonate with them in order for things to progress. 

How the heck do you handle something like that?

Well, it helps to have a framework because a framework gives you structure while still leaving room for improv. A framework establishes the rules; the best practices. 

Get those right and the rest is open for you to riff. 

 

ONE OF THE FRAMEWORKS WE USE ARE THE 5 CS OF OPTIMIZED SALES MESSAGING. 

THESE ARE THE FIVE “RULES” THAT ARE NON-NEGOTIABLE. 

ONCE YOU’RE SURE THOSE ARE IN PLACE, IT’S OFF TO THE RACES. LET’S CHECK ‘EM OUT…

Here's How to put this framework into action:

1- CAPTIVATING—Isn’t that a great word? Can’t you just feel what it means? To be captivated by someone is an intense experience. It’s a “you had me at hello” kind of vibe. BAM! Right between the baby blues. Practically speaking, it’s the way you hold someone’s attention those extra few seconds needed for them to further engage.

For example, let’s say you sell something that will save people time. You could start out with something like: