Award winning author Rick Wong captivated the CEOtoCEO audience as he talked about Winning Lifelong Customers with The Five Abilities. Rick highlights that successful sales technique is often common sense, but in the heat of the moment, it's easy to forget to let common sense guide you.
Rick's sales experience comes from humble beginnings. While working on his music career Rick began selling checks to pay the bills. He worked for a small company with little market share. In order to compete with the bigger fish, Rick learned the secret was selling yourself, then your company, and finally your product.
Rick has over three decades of experience in enterprise sales and managing global sales efforts at both Hewlett-Packard and Microsoft and was asked to reverse engineer major sales wins to understand how to be more effective in winning future business.
Rick's Five Abilities approach is centered on common sense that builds relationships to help your company establish a strong presence in the market. He often finds that it's not about teaching your sales team new techniques, it's about reminding them of successful ways to move forward. "I didn't make up what people do, I watched" Rick said.
The Five Abilities are based understanding natural human attributes that drive business decisions.
- VisAbility - Being seen in the right way, at the right time, by the right people
- CredAbility - Having authoritative knowledge of the industry and the customer
- ViAbility - Providing a solution that meets the customer's needs
- CapAbility - Possessing the abilities to fulfill stated objectives
- ReliAbility - Fulfilling stated commitments to customers without exception
Rick breaks down each of the "abilities" and how to effectively utilize them to bolster your sales, including how to adapt these traits to online sales in the new normal.
Our live-stream with Rick will be available for a limited time, or you can check out Rick's book, Winning Lifelong Customers with The Five Abilities for more information.
Comments From the Live Stream
"Excellent presentation! Rick hit the nail on the head in becoming a trusted advisor to the client / customer!"
"Great Reminder. It's not about presenting your slide deck... it's about listening to their needs!"
"Excellent insights with great daily application"
"This is material something that should be used to mentor & train new sales reps."
"Finding people who like to help and are competitive was a golden nugget"
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