| CRAIG JAMES |
BAYSIDE, New York USA |
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This Coach’s
Additional Profiles |
 Professional Development |
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| Coach's
Statement: |
Are you are a sales person looking to improve yourskills in a particular area, but are reluctant to approach yourmanager and admit it? Or are you a small business owner who knowshis or her product inside out, but know you lack the skill setto effectively market and sell it? Or are you are a staff employeenot involved in Sales per-se, but whose job requires you fromtime to time to sell an idea, a concept, or a position? Whetheryou're selling a product or an idea, convincing other people tosee your point of view and act in accordance with it is a skillevery business person needs.
Many people, including salespeople themselves, find this to bean imposing, intimidating challenge. Most customers are by nature- or have been conditioned to be - skeptical of and resistantto sales "pitches". My expertise is in providing business peoplewith the skills and mindset to effectively and comfortably selltheir products, services, or even ideas to often times reluctantbuyers. The essence of selling is identifying customers who haveneeds, problems, and desires, and helping them meet those needs,solve those problems, and satisfy those desires. When we viewSales this way, it no longer becomes an adversarial function,but rather a collaborative process, in which both you and thecustomer win.
During an engagement, we will identify the specific skill areasyou want to address or improve - overcoming cold calling reluctance,making more effective presentations, handling objections, and"closing", for example, My particular talent is in identifyingand correcting breakdowns - large or small - in an individual'ssales processes, getting him or her back on track. We do thisthrough a mix of concept, exercise, and role play, to ensure thatweaknesses are strengthened, and that new skills are both learnedand internalized. I won't let you go until I'm convinced thatyou can walk away and effectively employ the skills you've learned. |
| Education/Training: |
1987 MBA - Marketing Emphasis,
University of Chicago, Chicago, IL; USA
1983 BS in Finance,
University of Pennsylvania, Philadelphia, PA; USA |
| Field Experience: |
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Financial Services, Technology
National Sales Manager
Coached and motivated team of 5 remote salespeople and two technical support people.
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| Noteworthy Facts: |
Languages
English, French
Affiliations
- Instructor, New York University School for Professional andContinuing Studies
- Instructor, Marketing Institute, Columbia University Schoolof Continuing Education
- President, local Toastmasters club
Additional Skills: Writing, Editing (grammarand syntax) |
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Coaching
