The Dynamics of Selling

Successful selling requires an understanding of timing, credibility, the real competition, the status quo, and leveraging your position.  Craig says, timing isn’t everything, it’s the ONLY thing.  The average sales funnel is only about 10 to 25% REAL opportunities because the sales professionals were in first. 

Selling 201

Aimed at sales professionals, business owners and executives who know the principles and processes of selling, Craig’s Selling 201 seminars help you move beyond the processes to connect with your customers.  Connecting with your customers will increase your close ratio, raise your prices, and shorten your sales cycle.  Craig helps entrepreneurs, sales managers and sales professionals:

• Focus on real opportunities and avoid the trap of chasing the go-nowhere ‘fluff’
• Understand when is the right time to connect and when is the right time to sell
• Understand how to engage potential clients at exactly the right time
• Leverage the ‘Path of least resistance’ selling
• Increase credibility in the sales cycle
• Conquer their biggest competitor - status quo
• Understand an leverage the impact of timing and credibility
• Be the first person you customer calls by becoming their ‘Emotional Favourite’
• Leverage Craig’s Law of Diminishing Intent
• Create demand for your products and services
• Understand Craig’s ‘First Call’ effectiveness
• Build customer loyalty
• Compete on value, not sell on price
• Build and leverage a multi-million dollar network

If you will do what most people will not do, for the next few years,
then you can do what most can’t do, FOR THE REST OF YOUR LIFE!” 
                                                           Wade Cook

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