Winning Lifelong Customers with The Five Abilities®
Businesses don’t make decisions—people do. Most importantly, people make business decisions for personal reasons. Features and benefits are important but strategic decisions also require a trusting, personal connection between the decision-maker and the salesperson. Winning Lifelong Customers with The Five Abilities guides you over the five personal connection hurdles that lead to a successful sale with decision-makers and influencers.
The Five Abilities®
- VISABILITY – Being seen in the right way, by the right people, at the right time
- CREDABILITY – Showing superior knowledge about your industry and that of your customer’s
- VIABILITY – Ensuring you’re pursuing business that fits the needs and abilities of both buyer and seller
- CAPABILITY – Delivering on the personal reasons people make business decisions
- RELIABILITY – Being accountable when the unexpected happens – it always will
Winning lifelong customers is the lifeblood of enterprise selling because it leads to repeat business and referrals that keep your business growing and profitable. The Five Abilities methodology teaches you how to master the personal side of selling in new and instantly memorable ways, leading you to make a habit of winning lifelong customers.
The Five Abilities® Best Next Action Finder
In this world of ever increasing competition you can never be caught asking “What do I do now?” You can never allow your aggressive competition to catch you standing still because they’ll run right over you. The Five Abilities® gives you tools that help you quickly determine your best next actions for keeping ahead of your rivals. The Best Next Action Finder is one of the tools workshop attendees receive. It lays out some of the most common reasons customers put up hurdles. It helps you to quickly identify what the likely blockers are, why they’re happening, and what you can consider to get over the hurdle.
The Five Abilities® Exercise Workbook
The Exercise Workbook is a summary of the chapter exercises from Winning Lifelong Customers with The Five Abilities®. The exercises help the reader make immediate use of the lessons taught in the associated chapter. These are lessons and exercises that are also used in The Five Abilities workshops.