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Craig James Articles

Written by: Craig James

The Power of a Thank You - Click To Read Article
Who'd have thought two little words could bring you so much business?

Use Take-Aways to Engage Reluctant Prospects - Click To Read Article
Making yourself rare may actually increase your sales. read on...

Selling Around Objections - Click To Read Article
Here's one suggestion for dealing with a situation we all face at one time or another - the lack of a feature or capability our prospect says he must have.

What's That You Said? Using Metaphors and Analogies to Sell More Effectively - Click To Read Article
They say a picture is worth a thousand words. Why is it, then, in our conversations, in our written correspondence, and in our presentations, we act as if the opposite is true - that a thousand words will create the picture we want?

Setting and Achieving Goals - Click To Read Article
We all know it's important to set goals, but what's the best way to do so, AND to ensure that we do in fact achieve them?

Whats Your USP - Click To Read Article
What's truly unique about your offering? if you don't know, you'd better find out. Because that's what your prospects are going to be asking you - either explicitly, or implicitly. Read on to find out what your USP is, and how to use it to lock out your competition, and close more sales!

Warm Up That Cold Call - Click To Read Article
Cold calls don't have to be "cold". Read on to find out how to soften up your prospect to receive your call.

Asking for Committment - Click To Read Article
Gaining commitments from your prospects is what keeps the sales process moving forward. Read on to learn how to ask prospects for the commitments you need to make sure they're serious about your offering, and are moving in the direction of acquiring it.

Revitalize Your Referrals - Click To Read Article
How to get more qualified leads from your network

Jump start stalled sales - four steps to help close faster - Click To Read Article
Here are four ways to get a stalled prospect off the dime

How to provides buying incentives without discounting - Click To Read Article
It's not always necessary to cut price in order to win business - even in this economy.

Five Questions Salespeople Need to Ask, but Rarely Do - Click To Read Article
Ask these 5 questions, and watch your sales soar

The Most Important (Little) Word in Sales - Click To Read Article
You can get so much mileage from just one little word.

Drinking My Own Kool Aid - Click To Read Article
It's always a good idea to take time to review how you're doing, and invest in improving yourself.

Be Direct! - Click To Read Article
Sometime in sales, getting what you want is simply a matter of asking for it.

Getting through the Gatekeeper - Click To Read Article
The Administrative Assistant we all rue having to deal with can actually help open doors for us - if we take the proper approach.

Eliminating Burnout and Stress - Click To Read Article
Do you feel guilty when you find yourself thinking about "chilling out" during the workday? Well, don't! In fact, doing so can actually benefit you and your productivity. Read on.

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About the Author: Craig James
RSS for Craig's articles - Visit Craig's website

Sales Solutions Founder and President Craig James has over 12 years' experience in sales and sales management, primarily in technology and software. An accomplished speaker and presenter, Craig is President of his local Toastmasters chapter, teaches at New York University’s School of Continuing and Professional Studies, and has lectured at Columbia University’s School of Continuing Education. He also volunteers as a Discussion Leader with the Workshop In Business Opportunities, a "boot camp" for entrepreneurs whose mission is to enable small business owners and budding entrepreneurs in under-served communities to obtain financial success in starting, operating, and building successful businesses. He's been published and quoted in Business Week, Sales and Marketing Management, and Selling Power, and been interviewed by Sales Rep Radio. Craig earned his undergraduate degree at the University of Pennsylvania's Wharton School, and his MBA from the University of Chicago's Graduate School of Business.

Click here to visit Craig's website Dashed Line

More from Craig James
The Most Important Little Word in Sales
How to provides buying incentives without discounting
Five Questions Salespeople Need to Ask but Rarely Do
Revitalize Your Referrals
Warm Up That Cold Call


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