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Winning lifelong customers is the lifeblood of enterprise selling. New business is important but repeat business is critical to having a lifetime of success whether you’re a salesperson or a CEO. Decision-makers are more mobile than ever before. The days of the 30 year career with one employer are scarce if not extinct. In 2012, Forbes published an article siting that Millennials change jobs, on average, every 4.4 years. Now we’re seeing the advent of the “Gig Economy” where employees treat jobs as projects – expecting and accepting that they will be looking for a new “gig” every 12-24 months.

This phenomenon makes the old adage ‘people buy from people’ even more important in the enterprise arena because no matter where decision-makers move, they want to buy from people they trust. People make business decisions for personal reasons and who better to buy from than people they’ve trusted throughout their career?

People look for five things to guide their personal reasons for making business decisions and The Five Abilities® sales framework centers your focus on those five things. Having this tool to focus your efforts helps to simplify what otherwise is a complex task of addressing personal motivations that drive business decision-makers.

The Five Abilities®

  • VISABILITY – Being seen in the right way, by the right people, at the right time
  • CREDABILITY – Having superior knowledge about your industry and that of you customer’s
  • VIABILITY – Business that fits the needs and abilities of both the seller and customer
  • CAPABILITY – Delivering on the personal reasons people make business decisions
  • RELIABILITY – Be accountable when the unexpected happens – it always will

Winning lifelong customers is the lifeblood of enterprise selling and the result that comes from executing on The Five Abilities® sales framework.

©2015 Rick Wong – The Five Abilities® LLC

Winning Lifelong Customers with The Five Abilities