Watch this powerful 2 minute video regarding the most powerful skill you can use to dramatically increase your sales and market position.
Share your comments on what you do to become invaluable to your clients and keep the competition out!
Learn how to become part of the Inner Fabric of your customers with Lead, Sell or Get Out of the Way….a CEO Bestseller!
Learn how to dramatically grow your market share and sales through powerful alliances. This video blog will show you the alliances you need to cultivate and how to do so. Ron Karr shares a real life case story on how he was able to rally the troops, both internal and external, in order to save a deal and eventually close a blockbuster deal. Powerful video for any sales executive, provider of professional services, entrepreneur, small business owner and any executive looking to marshall the support of others.
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Getting people to accept your point of view or proposals depends on how well you portray confidence to the person that you are trying to influence. To close more deals and get people to do what you are asking, learn the mindsets from which you need to operate!
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Want to Increase Your Level of Influence in All Areas of Your Life? Watch this video and avoid common catch phrases that will demotivate people from acting on your ideas. Please leave comments on the phrases you hear that just irritate you.
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The secret to you closing more business lies in your energy and thoughts!
Last week I had to call back a senior executive of a client who hired me to speak to his team last September. The speaking engagement went very well and he wanted to talk to me about a bigger project.
On the phone, he immediately started to tell me he could not go forward at this moment due to a re-organization. Immediately I felt my energy tanking and the negative thoughts of not getting a deal starting to cloud my mind. Realizing this, I immediately changed wavelengths and thought about how it would feel when we agree to extend the relationship.
Just this shift in thinking and energy led to a critical question where I asked him to tell me about the re-organization. He started to share the goals, challenges and status of where things stood. I shared with him a critical mistake that many organizations make regarding the issues he was dealing with.
That suggestion caught him off guard and he asked me for a proposal. Imagine that; a legitimate opportunity that would never have occurred if I let my energy control my thoughts at the time I thought there was no business.
The mind is very powerful. If our mind is filled with negative thoughts and emotions, our actions will in turn attract negative results. Life is about energy. What we project is what we get in turn.
No matter your situation, don’t think about what you don’t want to have happen. If I ask you not to think about pink elephants, what are you thinking about? Pink elephants! The mind cannot process negative thoughts.
Whatever you are thinking about what you don’t want to have happen will happen! Conversely, whatever you are thinking about what you want to have happen will happen!
What should you be thinking about? Your answer will dictate whether or not you will close the deal!
Want to know about other beliefs and traits Top Producing Sales Executives, Professional Service Providers and other People of Influence use on a daily basis? Download for free the first three chapters of my bestselling book Lead, Sell or Get Out of the Way!
Tim Seale, president of Timber Trading had built a successful wholesale lumber business. However, he realized there was going to be a limited premium that customers would be willing to pay to a middleman to facilitate deals between lumber yards and mills. The only way he would remain profitable was to add value to the process.
Tim decided to buy lumber and bring it to a warehouse where he could regrade it and create a product that exceeded industry acceptable standards. His company created a whole new packaging and labeling system that actually drove down inventory costs. He added a few more innovative products and services, until one day, his competitors realized Tim had created a new way of doing business.
Tim Seale is a visionary. He realized that a new vision was needed and that a whole new set of actions were required if he was to succeed in turning that vision into reality. It wasn’t easy, but he succeeded.
In these difficult times, what steps do you need to turn your vision into a reality?
How to Plan for the Future in Difficult Times
Timber Trading survived the housing downturn that crippled the building industry and the lumber industry. They understood the importance of visualizing the future and building a plan based on that future.
Here are questions to consider:
1. What changes do you see in your industry?
2. What ways can you improve your business and its way of doing business?
3. What can you do to set your company apart from competitors?
If you think the problem through, you’ll see the hidden opportunities that will help you reach your goals.
Justin Bieber is by far the biggest teen sensation today and for that matter one of the biggest stars of all. At the ripe old age of 17, you may be wondering how he achieved this phenomenal success. Truth be told, he did it the old fashioned way; a lot of hard work coupled with ingenuity.
In looking at his success over the past 4 years, the three key strategies he used to build his fame are what I have been urging my audiences as a motivational sales speaker to do themselves on a daily basis. And you can use them too to enhance your success in life.
1. Hard Work – Justin knew that in order to succeed, he had to win over all of his market segments. That included the fans, radio stations and recording studios. He first started making YouTube videos of his songs and posted them on the internet. Slowly but surely, he developed a following until one day a record produce saw his video and signed him to a contract.
Justin did not stop there. He then went to hundreds of radio stations to promote his songs and gain their support to play them on the air. He gained their support not just by showing up, but by using the internet to make the radio stations successful. Before each appearance he would send tweets, write blogs on where he was appearing next. Fans started to show up and before you knew it the radio stations had huge throngs outside their studios waiting for Justin. He made the radio stations successful that were happy to return the favor.
2. Be Damn Good- There is an old marketing saying that you are your best marketing brochure. Want to sell more of your stuff and ideas, be good at what you do. Better yet, be great at what you do.
3. Create a Phenomenal Customer Experience- Justin excels at creating phenomenal customer experiences. He is all about being out there with his fans and making sure they are enjoying themselves. On this morning’s Today Show, Justin was promoting his upcoming movie and talked about how he enjoyed going to the top row of the venues he was playing at and giving front row tickets to some of those folks. That act alone has created hundreds if not thousands of lifetime fans who are now promoting his work to all of their friends. He understands the power of the customer experience and how that can propel anyone’s success.
During that same interview, Matt Lauer brought in a female fan from the street to ask Justin a question. The girl was in shock. First thing Justin did was to give her his 3 D glasses and made her feel comfortable. After answering the question, he told the girl to come here and he gave her a hug. In Matt Lauer’s words to Justin, “you just made that girl a hero in the eyes of her friends”. Justin knows that each and every encounter with a customer is an opportunity to either lose or win a customer for life. He excels at winning customers for life.
Justin Bieber may only be 17 years of age, but he has a lot to teach all of us on how to propel both our organizations and ourselves to greater levels of success.
To learn more about this subject, please join me on Monday, October 3rd at 2pm ET for a free webinar where we will show you how to engage alliances as well as other strategies to immediately grow your sales. Click here to reserve your free seat now!
Check Out the November Sales Success Summit ’11 in Orlando Florida, an event destined to dramatically increase your sales success. Spend two days with me and I will personally customize ideas that have generated millions of dollars for my clients to your selling environment. This is a small group. Two days of personalized attention. Reserve your seat today by clicking here!
If companies are to survive today, they must convince customers and prospects that their products/services are not just nice to have, but are a “must have.”
That’s the position Karen Cone found herself in at the beginning of the Great Recession when she was President and CEO of TowerGroup, the leading research and advisory services firm focused exclusively on the financial services industry. Having to cut expenses in all areas, her clients were wondering if they truly needed those services. Her competitors were losing clients as well so Cone started working with me.
“We needed to change the sales strategy and find a way to deal with clients in crisis. And we needed to communicate and sell our value proposition in a way that was different and more compelling than what had worked before,” she said. “In other words, we needed to move from being considered a “nice to have” to a “must have.”
We both agreed that if her sales force was going to succeed, it had to move from selling a product to selling an end result. That way they could raise the importance of the service in the minds of the buyers.
The results were extraordinary.
“Many of our competitors were being cut out all together,” she said. “We actually retained the vast majority of our clients. And we retained them at a level of spend that was extremely respectable.”
“As budgets loosened up, TowerGroup was really well positioned to take advantage of that,” she said. “These methodologies and approaches made a big difference in helping that happen.”
To learn more about this subject, please join me on Monday, October 3rd at 2pm ET for a free webinar where we will show you how to engage alliances as well as other strategies to immediately grow your sales. Click here to reserve your free seat now!
Check Out the November Sales Success Summit ’11 in Orlando Florida, an event destined to dramatically increase your sales success. Spend two days with me and I will personally customize ideas that have generated millions of dollars for my clients to your selling environment. This is a small group. Two days of personalized attention. Reserve your seat today by clicking here!
Please Comment on how you turned your products/services from a nice to have to a “must” have
Video Interview on how a senior executive turned his sales team around and forced his competitor out of a market
Yesterday I was sitting in the exit row on a flight when the flight attendant came to all three of us sitting in that row and asked if we would assist in helping to evacuate the plane in case of an emergency. Two of us replied yes. The person sitting next to me incredibly said NO! The flight attendant was stunned. Then he asked if anyone would change seats with the guy.
I asked the guy why he wouldn’t help. His reply: “I am not sticking around to save people. I am only concerned with getting my butt out.” How selfish can this guy be? I then told him “Dude, all you have to do is open the door and get your butt out. Everyone will be following you.” He then accepted his mission.
This self focused mindset is one that I often see occur with sales executives, managers and business owners at one time or another. It is often not meant to be self serving as it is in an attempt to protect one’s self interest and achieve one’s goals. It is also perceived as being arrogant and self absorbed and does get in the way of one getting rich and growing one’s business.
The key to growing sales and a business is to be dedicated to helping people achieve their goals. Help others get to where they want to go safely and you will in turn get more than you ever thought was possible. Customers do business with people who help them succeed. Not with people who are only interested in saving their butt at all costs.
You most probably do care about your customers. But please stay vigilant and do not let your actions position you as a self centered and arrogant individual like the guy sitting next to me in the exit row. It can be the difference between have a good year and having a great year.
Learn more how to be customer focused and double, triple and quadruple your sales by clicking here
Buy The Book
In today's sales world there's no room for followers. But there's plenty of room for leaders. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas.
