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Ron Karr's Business Development Blog

Rejection is Truly A Gift

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.

rejection 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.

When people reject us, they are not saying anything personal. All they are saying is the value proposition you are putting forth is not worthy of their taking a risk to say yes, at this particular moment in time. So they opt to say the answer of no risk, “no”.

If you don’t take this personally, then your mind is clear to evaluate the situation and empathize with the person you are trying to influence to understand what they are looking for. Then you simply re-evaluate your message and look at ways for enhancing the power of it so that you can transform the no into a yes.

Yes, it really is that simple to overcome a rejection and turn it into a positive experience. But only if you are willing to look at rejection as a gift. For then you will do something different.

For more tools on how to deal with rejection, read the CEO bestselling book Lead, Sell or Get Out of the Way.

A Smile is Time’s Best Selling Tool

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.

New Watches

 

 

 

 

 

 

What is the moral of this story?  If you want to sell more, keep smiling.  A smile goes a long way to making people feel comfortable.  It is engaging and draws people in.  And we all feel safer when dealing with someone who has a smile vs. a scowl.

To learn what else you can do to increase sales immediately, read the CEO bestselling book Lead, Sell or Get Out of the Way.

Emotions That Kill the Sale

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.

So let’s go back to the original question. If you were selling to this man and he told you he found a place through another agent, how would you have responded? Most agents would have been ticked off at losing the deal and would have made the buyer feel bad.

My friend did the opposite. She knows the value of a lifetime relationship. If she let the emotion of losing the deal get in the way, the buyer would never refer her to anyone in the future and would, himself, never contact her again for a potential future deal.

Getting upset at clients when they let us down does nothing for our long-term success. It does solve our immediate emotional need to get back at someone and vent our feelings. But all that does is shut down the long-term prospects of the relationship.

So when you lose a deal, don’t let the initial emotional let down get in the way of you building a brand and business for the long term.

To learn more on how to build brand and a business for the long term, read the CEO bestselling book Lead, Sell or Get Out of the Way.

Three Mindsets to Double, Triple and Quadruple Your Sales

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.

In Openings vs. Closings, Executives and Salespeople are too worried about closing the deal vs.opening the relationship properly and positioning themselves at the highest level of impact from the moment they say hello. You need to position yourself properly and effectively qualify the deal in order to close it.

In Team vs.Lone Ranger, there is a basic principle we must all understand:  You can make money  through your own efforts, but you can make a lot of money through the efforts of others. Each sales executive must look at themselves as the central core of an influential circle that contains advocates (both internal and external) and referrals that lead to new business opportunities.

The problem is most people understand this, but they go about it the wrong way. They keep asking for leads from a self focused mindset vs. finding out what the advocate is looking to achieve and how they can help the advocate through their services.

These three mindsets have led to the powerful keynote and breakout session titled Lead, Sell or Get Out of the Way: Double, Triple and Quadruple Your Sales.

We are now coming up to the first quarter of 2014 and organizations are gearing up for their national sales meetings. Now is the time to book Ron Karr and bring Lead, Sell or Get Out of The Way to your organization. You will be glad you did it.

#1 Presentation Tip to Increase Sales and Influence

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:

1.  People think while speaking. This leads them to use too many words and often go off on tangents. You are best served to pause for a couple of seconds, get your thoughts together and stay on point.

2.  People forget their purpose. When one responds to a question/comment without first thinking about their purpose (goal), they often get off point. Ground all of your statements and comments against your purpose – what you are trying to accomplish?

3.  People forget the KISS Principle. The longer your message, the longer it takes for someone to understand your point. Less is more! Think about your message. Write it down if you want to. Then strip away all unnecessary words and comments not germane to your point. Also, do not complicate the message by showing how smart you are. The best selling ad lines and messages are the one’s that follow the KISS Principle- Keep It Simple and Stupid!!!

The #1 tip to increase sales and personal influence is to be concise, clear and to the point.

For more tactics and strategies on how to increase your sales and influence, read this book  Lead, Sell or Get Out of the Way!

Grow Your Market Share with Mind Share

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.

Mind Share is defined as being the person or company someone thinks of when they need your type of products or services.

Want to grow Market Share? Work on growing your Mind Share!

What can you do to help your customers succeed beyond your products and services? Today the entry point in business is having good products and services. Differentiation comes from those who make a difference in their customer’s results. Yes your products and services will do that. But so will everyone else’s. To gain mind share, you need to rise above the competition that also has good products and services.

If you want to learn how to increase both Mind Share and Market Share, get your copy of Lead, Sell or Get Out of the Way

Why Is The Apple 5S the Fastest Selling iPhone Ever?

Apple has enjoyed its biggest opening sales weekend ever for an iPhone. According to industry publications, Apple claims it sold a combined total 9 million units of the iPhone 5S (the more expensive model) and the iPhone 5C (the lower end model). Yet, of the two, the iPhone 5S is outselling the iPhone 5C by a ratio of 3-1. Why are Apple’s sales the best ever for this release and why are people choosing the more expensive model?

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The reasons are plentiful. First, you have industry issues like Blackberry failing to rebound and more crackberry’s are migrating to Apple and Droid. You also have good historical data on the quality of the iPhone and the advantages it offers it’s users.

But, there is one other reason for this successful product launch; one most people are not looking at and that is quite possibly an intended or unintended strategy on Apple’s part. A reason that may be driving Apple’s success even higher.

If Apple just released one new model of the iPhone like it has done in the past, it would have forced people into a yes or no decision. Buy the new iPhone or don’t buy it. By offering two models, they have created a new psychological mindset by removing the decision of whether or not to buy and replaced it with the decision of which model best serves you.

By offering both a higher end model and a lower end model, most people will gravitate to the higher end model because they don’t want to lose out on features and functionality. They want it all. Sellers often do this to lead people in a certain direction.

Whether Apple intentionally used the options strategy to sell more units and get customers to buy more of the higher end model is not known. What is known is the strategy they used is working and producing incredible results.

Option Selling. Try it. You will like it. Give your customers the power to make their own decisions. It will pay off handsomely for you too.

To learn how to create the right options for your company read Lead, Sell or Get Out of the Way or call Ron Karrand have him help you create them.

Sell More and Lead Effectively Through Authentic Stories

The key to making effective presentations and influencing others to action is engaging your audiences emotionally and relevantly. This means employing the art of story telling.

For a story to be effective, it must be interesting and grab people’s attention.  It has to be relevant to the audience with the point being clear and simple.  Finally, there must be an application of the point so the audience members can see how it will positively impact them.  This goes for any presentation you are giving whether it is a sales presentation or a leader giving a speech to her organization.

On July 30th, 2013, I was inducted as the 2013-2014 President of the National Speakers Association (NSA). What an honor it is to be at the forefront leading an association whose members comprise some of the top thought leaders in the world.

In writing my acceptance speech, I struggled in figuring out what to say that would be of interest and uplifting to our members.  I decided to go out on the limb and share a couple of personal experiences I have never shared with anyone in that crowd of 1300 people. This included a compelling story about my mother, Miriam Karr. Her story is a stellar example of overcoming adversity – any adversity. It struck a cord with all the female members of the audience who struggle to be heard, and everyone, male or female, who ever had to deal with an adverse situation; including leaders who struggle to turn around situations against all odds. My mother was a mentor to me in adult life and a close confidant who positively enforced my values and beliefs.

I was able to tie my mother’s story to the core value proposition NSA offers its members.

In addition to my mother’s story, I also shared other experiences that allowed me to leverage my true authentic self.  This meant heralding my New York accent and playing off my New York/New Jersey roots and attitude. Sharing one’s beliefs and background is also a powerful way for people to connect with a leader as they get to know the person’s vision and style of leadership.

Audiences can smell a con artist a mile away, someone who is pretending to be something they arenot.  As leaders and influencers, we must embrace ourselves for who we are and leverage our strengths.  We must reach down and reveal our authentic self.  Then, and only then, will you be at your optimal level of influence.

Click here to view my NSA Presidential Acceptance Speech and let us know what opened up for you.

VELOCITY + LEVERAGE = SUCCESS

To grow any business successfully, you need velocity and leverage. Velocity is the speed in which you can close new opportunities and produce the work/products.  Leverage is the lever one pulls to gain velocity – using each customer interaction and relationship as a stepping-stone to the next opportunity.

 

 

 

 

 

 

 

To build velocity, one needs to:

  1. Identify core markets that value your expertise, products and services
  2. Ensure processes are in place to support the business and fulfillment of obligations
  3. Maintain a repeatable marketing/sales process that consistently produces qualified leads and opportunities
To Gain Leverage, you must:
  1. Identify advocates and referrals who will benefit from having their clients and others use your products and services
  2. Treat advocates and referrals as customers – find out about their goals and challenges and explain how, by recommending you, they will benefit
  3. Build appropriate actions into your daily calendars to leverage all customer interactions and events
Want to grow your success, think Velocity and Leverage!

To learn more about this process and how to influence others, read the CEO Bestselling Book Lead, Sell or Get Out of the Way.  Or, invite Ron Karr to speak speak at your next meeting or to work with your team.  You will be thrilled with the results.

Talking Is Bad for Your Health

Larry King on the Today Show this morning is quoted as saying “I never learned anything while I was talking”.

What a powerful quote. For sales execs and leaders, this should be your mantra.  Take this quote, print it out, blow it up and make sure you are looking at it every time you are speaking to a customer.

Don’t “Puke” on your customers. Puking is a term I have come up with that describes our biggest mistake in trying to influence others.  People who Puke are People who Utter Knowledge about Everything.

Influence and sales have nothing to do with showing people how smart you are.  It all has to do with finding out what’s important to them, their challenges, goals and motivation.  Then, and only then, will you be in a position to present what you have to offer in a CONTEXT  that will be powerful and valuable to the listener.

Sales and influence is a psychological process.  Mess with the order and you automatically reduce your value and ability to influence others.

People do things for their reasons, not yours.  Find out their motivations and speak to them.  Sales and influence is really this simple.  We just complicate things and then wonder why we don’t succeed in getting people to do what we suggest.

To learn more about this process and how to influence others, read the CEO Bestselling Book Lead, Sell or Get Out of the Way.  Or, invite Ron Karr to speak speak at your next meeting or to work with your team.  You will be thrilled with the results.



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