C Sales – Strategy

The CRAFT strategy

A strategy for reporting and presenting

Checking that everyone is on the same wavelength or agenda, that there is agreement about the issues.
Reflecting before making a decision or answering questions that might come up later in the presentation. Reflecting means not giving in to pressure to make a decision without having the full information.
Accepting responsibility for the consequences of one’s actions when reporting news – good or bad – and offering explanations when appropriate. This implies not making excuses or blaming others.
Focusing by keeping to the point of the agenda
and not being diverted by side issues.
Terminating: by finding a way to bring the discussion to a close ensuring that everyone is satisfied that all issues have been covered, and action points noted.

Learn more about the CRAFT Strategy by reading the strategic activities in the workbook on page 86–123 and doing the exercises.