The 3 C's Of Effective Selling Framework | Luke Lunkenheimer - 1878

One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.

My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!

Meet Luke Lunkenheimer

• Luke grew up as a regular guy from a small town and
• started out in the industry as a car salesman. For years, he did not live
• up to his full potential in the sales industry, losing unnecessary money.
• He finally figured out what he was doing wrong.
• After developing his new sales approach, he realized
• that you need a certain mindset and values in order to make it in this
• industry, which he is going to share with you in this episode.
• Now, Luke is a successful entrepreneur, owning the Paid
• 2 Persuade sales training platform that is transforming and empowering
• sales teams to achieve lasting success.

What is the 3 C’s Selling Framework?

• Luke shares that the sales framework isn’t something
• that provides a step-by-step introduction to closing a deal. Instead, it
• helps you differentiate a leading sales professional from someone who just
• does it to get a paycheck.
• 
  
• The framework is also the foundation of what he teaches
• in his Paid 2 Persuade sales training course. It includes:
• Content:
• From the time of saying hello in a sales conversation, you need to know
• what you’re trying to accomplish right now. Are you trying to get them to
• buy a product from you, or are you trying to change their way of
• thinking?
• 
  
• Confidence:
• Sales is the act of transferring your certainty onto the client. The only
• way you can do this successfully is by having a high level of confidence
• as a sales representative.
• 
  
• Cadence:
• Start role-playing, practice your sales skills, and educate yourself on
• how to become better. Once you get into your rhythm, it’ll help you with
• being uncomfortable and push yourself to do better.

How to Create Your Own Sales Framework

• If you prefer not to use Luke’s framework, creating
• your own is simple. He shared some advice on how to do this:
• Self-education:
• Don’t think that because you’re not in school anymore, you should stop
• learning, especially in this industry. Read books or take courses to help
• improve your sales skills.
• Endure pain and get comfortable: If you haven’t realized
• already, in this industry you’re going to have to get used to being
• uncomfortable. Nothing stays the same. The key is to adapt to the change
• and figure out how you can do better.
• 
  
• If you’re brand new and don’t want to spend any money,
• implement your own framework by tallying up all of the objections you have
• faced already and practice how you can overcome them. It’s a good idea to
• practice this with your coworkers to become better at this.
• 
  
• With your next customer, build rapport with them and
• then get into inquiries to see if the objections you were having are
• present in this conversation. This can help you solve the objections
• immediately,...