Welcome to the fourth episode of our C4 series on Stories from the River, in which we go behind the scenes at a recent C4 Sales Training event in Charlotte and speak with some of the Memory Makers at Broad River Retail who attended.
Essentially, this episode has two components. Half of the episode features Head Coach Stacey McCormick providing a robust explanation and unpacking of the purpose and science of our proprietary C4 process. The other half of the episode features interviews and feedback from three Memory Makers who participated in the recent C4 training class.
Head Coach Stacey McCormick welcomes you back and dives into the intricacies of the C4 training process at Broad River Retail, explaining its significance in creating memorable experiences for guests. Stacey highlights that the C4 process is foundational for how guests should experience stores, focusing on key aspects of the C4 process - Connecting, Customizing, Committing, and Continuing relationships with guests. Stacey emphasizes the importance of language, timing, and positioning in sales, anchoring the process on authentic connections with guests to foster long-term relationships. He also stresses the necessity of having the right mental and physical positioning to create positive impacts and enjoy mutual success with the guests.
Stacey also provides the five personal and emotional Connection principles:
1. Connect and engage.
2. Be fun, endearing, and build credibility.
3. Influence outcomes.
4. Be urgent.
5. Extend the relationship.
The 2nd half of this episode features insights from Madelin Brown, VIP Sales Manager, Ebony Lee, Home Furnishings Professional, and Steven Ramjit, Regional Manager of the North, who share their experiences with the commission-based environment at Broad River Retail. They discuss how the supportive and collaborative atmosphere among Memory Makers promotes productivity and a sense of family rather than competition. The Memory Makers elaborate on how connecting with guests authentically helps in customizing services to meet their needs, fostering trust and building credibility.
The answer questions related to the biggest myths of commission sales, the biggest takeaways from the C4 training, and how various tools like Draw the Room and 3X optimize the process.
The episode emphasizes that following the C4 process ensures a consistent and rewarding experience for both Memory Makers and guests.
Additional resources:
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini - https://www.amazon.com/Pre-Suasion-Revolutionary-Way-Influence-Persuade-ebook/dp/B01C36E2YS
The C4 Process Series
Connecting the Dots - How C4 Customizes the Memory Maker Experience - https://youtu.be/W2CWJJ3YF38
Harnessing C4 Techniques: Improve Retail Performance with Connect and Customize - https://youtu.be/zcVz2-UBWsQ
The C4 Playbook: Focusing on the Fundamentals - https://youtu.be/zgHImYaAbHk
This episode on YouTube: https://youtu.be/635LhND724Y
Visit https://www.storiesfromtheriver.com for more episodes.
Broad River Retail brought this show to you. Visit https://BroadRiverRetail.com
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