C for sales

While reading “What you do is who you are”, the author shares an incident. He talks about the sales philosophy of Mark Cranny at his Loudcloud days.

Cranny also talks about the four C’s.  

  1. Competence: your salesperson should know in and out of the product.
  2. Confidence: your salesperson should pitch with it.
  3. Courage: your salesperson should have self-belief in a product he/she is selling.
  4. Conviction: not to be sold by the customer on why she wasn’t going to buy your product.

He believed that you were either selling or being sold: if you weren’t selling a customer on your product then the customer was selling you on why she wasn’t going to buy it. I loved it and felt like sharing.