Sales CPR is a method evolved by SELLability through which you can bring sales back from near-death (we like to say that your sales are near death, not totally dead!)
Originally we conducted Sales CPR through live clinics. Corporations could bring us sales that they thought were dead, stuck, or “uncloseable.” We would analyze the deal, diagnose the issues, and then provide a prescription for reviving it. If the prescription was followed, the deal came back to life almost every time.
Today we provide Sales CPR as a service of SELLability membership, and we’re currently creating an in-depth book on the subject.
Normally Sales CPR is applied to individual sales—but in this case, we’re applying it to bringing your business back to life after having come through this 3-month lockdown. Specifically, we’re applying it to communication.
Why are we applying CPR to communication?
Because communication is at the foundation of everything. If you’re going to bring business back to life in this current environment, it’s no time for “social communication.” That doesn’t mean it’s no time to be polite and mannerly—it’s always time to be polite and mannerly.
But what it does mean is that you need real communication, revealing and addressing the actual situations your prospects and customers are encountering, not simply “Oh, it’s all fine” as might be said in a super-social setting.
An example I like to give of the difference between social and real communication is, recall when you came to work this morning (or if you’ve been in lockdown, the last time you came to work). You walk in the door, and someone asks how you are. You reply, “Fine!” or “Good!” You say this even if you’re not fine—you might have had an argument with your spouse as you left the house. You were mumbling to yourself all the way to work, still having the argument in your head, and you’re still feeling its ill effects. Nonetheless, you answer “Fine!” because you don’t know or trust that person well enough to give them an honest answer.
Now, sometimes you might ask someone how they are, and they might give you an honest reply such as “Not real good. My car died on the way in.” Or, they might say, “I’m doing great!” and really mean it (someone doesn’t always have to be feeling bad, to be honest). In any case, that’s the difference between honest and strictly “social” communication.
Neither you nor your client has time today to waste on strictly social communication. In this new environment, we really need to understand each other, and know we’re really understanding each other.
As you’ll see in our blogs this month, we’re giving you a step-by-step CPR prescription that will allow you to move well beyond social communication, and revives your relationships with customers and prospects…as well as your deals!
