How would you answer the follow questions?
Do think about the money you don’t have to do things or the things you want to do regardless of how much money you have?
Do you think about the limited resources you have in servicing clients or the ideal service level you want achieve?
Do you think about the things not working in your relationships or the type of relationships you want to have?
The first part of the above questions revolves around lack and the latter part revolves around abundance.
On a Sunday during this seasons NFL playoffs, I went to a friend’s house to watch the Texans/Ravens Football Game. I had no intention of staying to watch my beloved Giants play the Green Bay Packers because of my friends negative approach to the game based on “reality”.
My friend is a Giants fan also. However he said there is no way they will win. I on the other hand envisioned the Giants winning and so did the Giants players. Vision is the first trait of great sellers and leaders in the CEO Best Selling book Lead, Sell or Get Out of the Way!
What the Giants players did was envision themselves walking off the field as winners. They held that vision and every day certain actions came to mind on what they needed to do turn that vision into reality.
Reality is not what anyone says. It starts with how you think. If you think you won’t win, your actions will produce your self-fulfilling prophecy. If you envision yourself winning, are committed to it and you are constantly holding that vision, the answers will come to you on how to do it. (more…)
Today I received a voice mail message from a satisfied client returning my call to inform me his company has locked down all expenditures on outside consultants and that there won’t be anything to work on for the foreseeable future. We all know when there are budgetary pressures the first thing companies cut are the perceived “fluff” services like training and consulting. But are they “fluff”? Really?
(more…)
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.
(more…)
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!
(more…)
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.
(more…)
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.
The key to your success is the ability to influence others to accept your ideas, requests, etc. The good news is everyone has the capacity to influence others. All you have to do to harness the capacity is remove three self imposed obstacles that usually get in your way.
First obstacle is your belief that you cannot influence others. Anytime you think about what you cannot do, most often you will create that dreaded result as a self fulfilling prophecy. The mind cannot process the negative. If you think you cannot get that person to say yes, the mind is only thinking about that person saying no. Everything you do will be centered on that result and that’s how you produce a self fulfilling prophecy. On the other hand, if you think about how this person is going to agree with you, then your mind is now thinking about a different end result and your actions will be different. Influence starts and ends with your mindset. Click here to read more on the beliefs that will enhance your success in life.
Second obstacle is your need to put your self-interests ahead of others. People act on things and ideas for their own reasons, not yours. Find out what people are trying to accomplish. Then show how your ideas/requests are going to help them achieve their goals. Do this often and your level of influence will increase significantly. Your ability to influence others does not lie in the words you use, but in the context in which you say them.
Third obstacle is the propensity to take rejection personally. When someone does not accept your ideas, they are not rejecting you. They simply do not feel it is in their best interests and that the risk vs. reward is too high. Stop allowing the stories in your mind to take over. Simply find out what’s missing for the person you are trying to influence and fill in that gap. Remember, people do things for their own reasons, not yours.
Bottom Line: Many times ideas are rejected not because they are bad, but because their value has not been properly communicated. Influence is about meeting the needs of others and helping them achieve their desired results. Concentrate on eliminating the three self imposed obstacles and watch your level of influence skyrocket. Click here to download three free chapters of a book that will help you increase your sphere of influence.
Please comment on this post and let us know what you have done to help incresae your sphere of influence.
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.
