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Ron Karr's Business Development Blog
Authored by John Lusher
Are you looking for ways to significantly increase your business without working harder? Are you looking for ways to become more competitive? Are you looking for ways to double, triple and quadruple your sales in less time? Then you need to start with the way you think! It is all about your mindset!
As a profesional that helps companies grow their business through marketing, I have had the honor of hearing many people speak. Recently I sat in on this presentation by Ron Karr, “3 Mindsets of Top Producers” and was shocked by the impact it had on the lives of the audience members.
This dynamic speaker is opening the eyes of entrepreneurs, sales executives and CEO’s as to what it takes to be a top producer. The impacts this keynote is making on Ron’s audiences is staggering ranging from audience members closing their biggest deals within days of the presentation to key account managers closing industry leading ground breaking deals. It’s also changing the way CEO’s think about their business.
The three mindsets Ron talks about are:
- Creation vs Competition— Top producers don’t compete. They create different and better results for which there is no competition
- Openings vs. Closings – Top producers are not worried about closing strategies. They spend their time creating powerful context which in turns results with the customer asking what are the next steps
- Alliances vs. Lone Rangers – Top producers put their egos aside and spend their time building alliances, which results in referrals and deals that close faster and are bigger in scope. Everyone knows about referrals. But top producers know that the secret is not only about asking for the referral, it is about engaging them properly so they will want to help you grow your business.
Today, everyone needs to do more in less time. Companies must grow their sales with greater velocity. The strategies of years gone by will not work in today’s fast moving market.
The key to how you and your team perform all has to do with how you think. It all comes down to your mindset.
I heard from one participant on how he closed the largest consulting deal of his life two days after hearing Ron speak simply by changing the way he thinks! This resulted in him having a bigger and better conversation and being open to the opportunities presented to him. Without knowing it, he easily created more perceived value and walked way with the deal. He was stunned that it could happen that fast!
The days of open ended questions are gone. Yes we need to ask open-ended questions! But that is just getting to first base. The key is leading with outcomes and having the RIGHT conversations!
They say there is nothing new under the sun. Granted, this is true. However, there are new ways of seeing things and thinking differently. Which leads to new ideas that in the end differentiate you from the competition.
So start thinking differently and using the three mindsets listed above.
If you are a high-growth company looking to increase your competitive advantage and grow sales significantly, I strongly encourage you to bring Ron Karr in to speak to your team. Contact Ron Karr today!
Today we are mourning the loss of Comedian Joan Rivers.
For the the past 50 years she entertained and at times offended audiences. The reason she was a sales superstar is because she achieved success by implementing the same strategies top producers and entrepreneurs use to succeed. They are:
1. Never Take NO For an Answer: Joan was hired and fired many times. People said she could not succeed and had no reason being on stage. She never let that stop her. She relied on her inner strength and confidence to keep going out there day in and day out to make a difference. Sometimes she succeeded and sometimes she failed. But, As we stand here today we can all agree her life was a tremendous success!
POINT: Never let rejection stop you or deter you from achieving your life’s goals. Continue Reading Why Joan Rivers Was a Sales Superstar
The ALS Ice Bucket Challenge has gone viral and is sweeping the country and the world by storm. Actors, athletes, journalists and people of all professions are pouring buckets with cold water and ice over their heads. And they love it!!!
The challenge is if you do pour the ice-cold water over yourself, you then have the experience and right to challenge your friends, colleagues and family. You get to call people out by name. How fun is that? Continue Reading EXPERIENCES SELL – JUST ASK ALS
What would life be like if you truly felt rejection as being a gift? It would dramatically improve your lifestyle and success. Why? Because rejection forces us to see what we are doing wrong and make adjustments to get better results.
Consider rejection as being a measuring stick. It merely is a signal that our efforts are falling short of the desired outcomes. If we can program our brains to think this way, we will eliminate all of the emotional nonsense that stops us dead in our tracks. Misplaced emotion is simply allowing assumptions, most of which are false, to rule our lives and force us to make decisions based on wrong information. Continue Reading Rejection is Truly A Gift
Yesterday I walked into the hardware store to buy something and as I was standing on line at the checkout counter, I noticed how the clocks for sale hanging on the wall were all set to the time of 10:10am.
I was amazed they all had the same time and asked the clerk how that was possible. She did not understand the question and started telling me the correct time was 3:00pm. A gentleman standing behind me said that is done on purpose. He said when you look at the frame of a clock and it is set to either 10:10am or 2:10pm, the frame between the clock hands resembles a smile. So the watch manufacturers and clock manufacturers purposely set all of their new time pieces to either 10:10am or 2:10pm to psychologically get you into a good frame (smiling) which then helps them sell more time pieces.
Just for kicks, I googled new watches and below is a picture from Zappos. Bingo- they are all set to 10:10am.
What would you do if a client of yours told you one day they found a place to live through another real estate agent, after you have spent countless hours trying to find the right fit for this client?
This happened to a good friend of mine who is a residential real estate agent in New York. When the client called with the news, she responded in a way most agents would have not. She congratulated the buyer, agreed the location was a good fit for him and his family, and offered her assistance if he should ever need it.
The client responded by saying “the contract is not yet signed and if you have anything you believe I should see to please call”. She did call with four other suggestions. He wanted to look at two of them and one of those is the house he actually bought. Continue Reading Emotions That Kill the Sale
In the CEO Bestselling Book Lead, Sell Or Get Out of the Way, I talk about the 7 Traits of highly Effective Sellers. Since the book was released, I have been able to cull these 7 traits into three mindsets that have literally blown the roof off for my clients in terms of the sales results they have achieved (see video Testimonials). The three mindsets are:
1. Creation vs Competition
2. Openings vs. Closings
3. Team vs. Lone Ranger
In Creation vs. Competition, we talk about focusing only on creating better results for clients vs what the competition is doing. Those that create results are often in the driver’s seat with the competition behind them. Those focusing on the competition are not distancing themselves but rather creating similar clones with little differentiation. Jobs did not create a cell phone juggernaut with the iPhone by trying to beat Blackberry. He had his engineers look at their phones and asked them what would you like to see different and let¹s make it happen. Continue Reading Three Mindsets to Double, Triple and Quadruple Your Sales
Your level of influence will increase with your employees, customers and personal relationships when you can articulate your ideas in the shortest amount of time with clarity. When it takes too long to get people’s attention their interest wanes and you lose the opportunity for captive listening.
There are several reasons why people use too many words and their thoughts are not crisp or clear. Here are the top three culprits: Continue Reading #1 Presentation Tip to Increase Sales and Influence
Working for a major computer manufacturer in 1988, I became frustrated with my distributor reps for not being able to close the leads I gave them. So frustrated that I asked the manager of a local branch if I could come in to do some sales training with his people. He asked me “how fast can you get here?” So on a Thursday night I brought in a few pizzas and spent three hours training his reps on how to close business.
The results were phenomenal! His reps started selling more of the entire product line carried from all manufacturers. And, when it came to buying my category of products, which manufacturer got the business? My company! Why? Because I went the extra step and helped those reps become more successful.
By helping those reps increase their sales success, I had something my competitors did not have, MIND SHARE!!! And because I had Mind Share, my market share increased exponentially. Continue Reading Grow Your Market Share with Mind Share