How do you know when you’ve made it? To put it plainly, when people seek you out rather than you having to go prospecting to close a sale.
Richard Crenian reiterates the importance of valuable and trustworthy business relationships. Sales don’t happen overnight. They are a byproduct of years of credibility building, after which you become a respected and recognizable fixture within the industry you operate.
Once you’ve established yourself as a leader, prospects become customers.
Making a sale isn’t a sprint, it’s a marathon. Building business relationships based on trust and value takes years of careful dedication and a genuine concern for the client. Richard Crenian explains why having a stellar product isn’t enough to close a sale. The client needs to be convinced of your credibility before investing in your product.
Start strong and start today.
In business, what comes first? The sale or the relationship?
Richard Crenian and Brad Powe touch upon the bedrock of all successful sales – building a trustworthy and valuable relationship with the customer prior to the purchase. As in most situations, first impressions truly reflect commitment. Looking and talking the part – these lend themselves to your credibility. Following that, a good businessman also expresses a genuine interest in their client – get them talking about them and their interests. Lastly, credibility needs to be cushioned by knowledge and experience about the focal point of the sale – your product. This needs to be backed by sufficient research – is the client in need of what you’re selling, whether knowingly or unknowingly?
These criteria lay the groundwork for a successful sale.
Running a successful business isn’t a one-man sport. It’s a collective effort – one that feeds heavily on strategic delegation.
In this video, Richard Crenian talks about delegating tasks in a manner that pushes the envelope and yet, pulls back before crossing the line into micromanaging. A good leader recognizes that the employee must be coaxed into flourishing their abilities and skills. When done right, it empowers the employee to realize what they’re capable of and, in turn, positions both them and the organization for future growth.
Richard Crenian talks about setting-up expectations to manage day-to-day challenges. Business is an enigma, you plan carefully, you strategize, you execute and yet most businesses will, at times, present you with a dilemma that is unexpected. As a manager, you are expected to foresee the many crossroads that your business may be facing such like changing economics, market demand, regulations, competition, employee downtime, production and service issues.
Are you business ready?
Richard and Brad talk about some important traits of being a good leader. They discuss topics such as having optimism and compassion and their impact on employees.
Showing vulnerability in the workplace can create a culture of trust and is a leadership quality that demonstrates a human quality in management.
Your employees’ skills are what fuel the company’s engine.
Hiring the right employee positively transforms the efforts of the team as a whole. In this video, Richard Crenian and Brad Powe discuss the importance of hiring the best people available to you at the time. Don’t be easily enamoured by minimum-wage employees for that fact alone. This might lead you to hire somebody that doesn’t work out in the long-run, causing you to spend more to replace that employee than you would have spent hiring the right talent in the first place.
What do you think are the primary factors to consider when recruiting talent?
It isn’t easy to give an employee the pink slip. However, it doesn’t have to be fraught with embarrassment.
Richard Crenian and Brad Powe discuss the essentials of laying off an employee in a respectful manner. It all starts with open communication rather than aggressive confrontation. Approach the topic matter-of-factly, and explain that each employee has an important role to play in order to meet company objectives. If that isn’t enough to elicit that employee’s positive contributions, gently but firmly suggest that, perhaps, they might pursue another career opportunity more aligned with their passions.
The commercial real estate has for decades been viewed as an alternative asset by investors, but no more as evidenced by positive results in this regard. Especially in Canada, the commercial real estate has recently caught the attention of potential investors as a safe bet. Richard Crenian, the CEO of ReDev Properties, believes that it’s the right time to invest in Canadian commercial real estate. Learn more
