Proven Sales and Recruiting Methods: An Army Recruiter's Guide to Selling Anything to Anyone

By Cedric Crumbley

Unlock the power of your sales potential. Discover hundreds of tips and tricks you can use right away with your new found skills to get more people to buy from you. Learn how to get people to sign on the dotted line.

• Language: English
• Publisher: Lulu Publishing Services
• Release date: Apr 21, 2015
• ISBN: 9781483428765

Book preview

Proven Sales

and

Recruiting Methods

AN ARMY RECRUITER’S GUIDE TO SELLING ANYTHING TO ANYONE

CEDRIC CRUMBLEY

Copyright © 2015 Cedric Crumbley.

All rights reserved. No part of this book may be reproduced, stored, or transmitted by any means—whether auditory, graphic, mechanical, or electronic—without written permission of both publisher and author, except in the case of brief excerpts used in critical articles and reviews. Unauthorized reproduction of any part of this work is illegal and is punishable by law.

ISBN: 978-1-4834-2877-2 (sc)

ISBN: 978-1-4834-2876-5 (e)

Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

Any people depicted in stock imagery provided by Thinkstock are models, and such images are being used for illustrative purposes only.

Certain stock imagery © Thinkstock.

Lulu Publishing Services rev. date: 04/29/2015

Contents

Chapter 1   Dog Tags And Dog Tired

Chapter 2   Salespeople Are Not Born They Are Selected

Chapter 3   If You Can Measure It, You Can Improve It

Chapter 4   The One Name That Instantly Multiplies Your Friendships And Builds Your Business

Chapter 5   The Importance Of Speed Mastery

Chapter 6   A Simple Formula For Getting Higher Response From Your Email List

Chapter 7   The Most Important 3 Steps To Sell Anything To Anybody

Chapter 8   How To Reactivate A Lost Sale

Chapter 9   How A New Discovery Gave Life To A Dead Script

Chapter 10   Door To Door Selling

Chapter 11   Standing On The Shoulders Of Giants

Chapter 12   If There Is No Enemy Within, The Enemy Outside Can Do Us No Harm

Chapter 13   People Buy With Emotion And Justify With Logic

Chapter 14   7 Secrets To Making Your Selling Life Easier

Chapter 15   How Motivation Can Save Your Career

Chapter 16   You Are The Arrow And Your Life Is In The Hands Of God

Chapter 17   Final Thoughts

To my mom and dad. Thanks for your patience and love.

To my wife and kids. You’re the reason I strive to be the best I can be.

To my sister. Stay cool and remain true to who you are.

I love you all.

Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion, or it will be killed. Every morning a lion wakes up. It knows it must outrun the slowest gazelle, or it will starve to death. It doesn’t matter whether you are a lion or a gazelle. When the sun comes up, you better start running.

- Christopher McDougall

CHAPTER

1

Dog Tags and Dog Tired

All the lights were red on Greens Road, one of the most dangerous streets in Houston, Texas.

It was perfect.

I took off my seatbelt, floored the pedal on my ’96 purple Ford Ranger, and flew through the first red light.

Silence.

I kept going, through the second red light.

Not a scratch.

Third red light and I was still alive. This was turning into a real disappointment. Not only was I a terrible recruiter, but I couldn’t even kill myself.

I was angry at the Army for choosing me to be a recruiter. I was angry at God for bringing me to Houston. I mean, He’s the one that controls everything right?

Houston struck me like a modern-day Sodom and Gomorrah. Nobody wants to join the Army here. It’s like He dropped me off in Vietnam.

My apartment was just down the street from where I worked, but I didn’t drive straight to my apartment on this night. I made a right turn at the light and drove toward the liquor store. Then I sat outside the liquor store contemplating whether to go in.

As I sat in my truck, I thought about all those days in church. Giving up my friends to live a better life. I gave up drinking. I gave up women. I gave up a lot.

This was the thanks I got. Sent to die in this Hell hole. Sitting there thinking, in my truck, I got madder. And madder and madder. I stepped out. I walked inside the bar. It’d been a good two years since I even set foot inside a place like this.

I looked around, noticing the smell of cigarettes and alcohol in the air. I was in a dangerous part of town late at night in a bar. Anything could happen. No matter. I knew what I came for. I spotted a bar stool. Took a seat, caught the bartender’s eye, and ordered a Hennessy straight, no chaser.

That’s how I used to drink, before I stopped over two years ago. After almost dying from alcohol poisoning in the Army barracks, I figured I should find another hobby. But that night in Houston, my old hobby was staring me in the face once again.

One sip and that stuff burned my throat like gasoline. I sat there contemplating the Hell awaiting for me tomorrow. My life was over. Everything I’ve given up for this. What am I doing here? How can I get out? I’m worthless.

Are you ok? asked the bartender, whose eyes told me he wasn’t going to serve me anything else to drink tonight. His question snapped me out of my self-hypnotized state as I quickly remembered I was in public.

Yeah, I lied as I finished my drink and left the bar. I returned to my truck. Put the key in, turned the ignition and drove to the City View apartments.

After two weeks of unsuccessful recruiting, all I had to show for myself was a visit to the bar with a shot of Hennessy. That, and the pitiful, watchful eye of some bartender. Hey, at least someone had shown me some pity, right?

Here’s a note I wrote in my journal after two years of recruiting duty:

As I reflect on this note in my journal, I realized a few things I haven’t considered since that time.

#1 I was severely emotionally wrecked.

#2 I was scared out of my wits that I might get a bad discharge.

#3 I desperately wanted to be a successful salesman.

#4 I made plans to leave the Army in 2005.

#5 I wanted to get a degree.

#6 I was 26 years old.

#7 My daughter and my sister were on my mind.

#8 I always wanted to make money.

#9 The initial GH.

GH is an acronym for Gaining Honor. Ever since my boss threatened to demote me because of my lack of recruiting skills, I always feared I would be kicked out the Army with a dishonorable discharge… and would spend the rest of my life fighting to gain back the honor I lost over my failure to recruit.

That might not sound like a big deal to some people, but it was a big deal to me. I envisioned myself struggling to get hired anywhere if I got a bad discharge for not putting people into the Army.

I figured there was no way I was going to make it in recruiting - so I better get out as soon as I could. I was already planning to get out, even before I came on recruiting duty. But after this nonsense I had an even better reason to get out. After I