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, instead of at the end of the call.

“You need to invest in yourself. Nothing is more important than spending money to get better. When you see something that is different from everything else, the logical conclusion is that it is.” - Luke Lunkenheimer.

Resources

Want to improve your sales skills? Consider taking the Paid 2 Persuade training course.

Connect and follow Luke on Instagram, X, and LinkedIn.

Grab Dale Carnegie's book, “How to Win Friends and Influence People,” to build your conversational skills.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single

platform to close deals and turn prospects into pipelines. Try it for yourself at

hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your

emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.