ronkarr.Admin

Turning Defeat into Success

By ronkarr.Admin | August 15, 2018 |

In June 2014 I had the opportunity to provide some concluding remarks and summarize my year as president of the National Speakers Association at their annual convention. The year had been the journey of a lifetime, and it was also my best year in business. I felt like I was on the top of the world…

Getting Past the Dreaded Answer: NO

By ronkarr.Admin | June 20, 2018 |

What happens when a customer says no to you? What do you do? Ninety percent of salespeople accept no as an outright rejection and just move on. But that is the worst thing you can do! In doing so, you disqualify yourself from numerous sales. Why? Because a good sales executive will encounter between three…

How Confirmation Bias Undermines Sales

By ronkarr.Admin | May 15, 2018 |

As our society has become more polarized politically, many people have started talking about the term confirmation bias to explain what is going on. The term basically means the tendency to look for information that confirms our existing beliefs and to ignore the information that challenges our beliefs. Our confirmation bias leaves us stuck in…

Using Numbers to Build Sales

By ronkarr.Admin | April 25, 2018 |

Michael Lewis’s 2003 bestselling book Moneyball: The Art of Winning an Unfair Game, which inspired the 2011 film Moneyball, examined the Oakland A’s baseball team and their general manager’s approach to assembling a team that could compete, despite its comparatively low payroll. A’s manager Billy Beane introduced baseball to sabermetrics—“the application of statistical analysis to…

How to Save Time and Get Your Prospects from No to Yes

By ronkarr.Admin | February 27, 2018 |

None of us in sales escapes the occasional “no.” The power lies in understanding what each customer or prospect means when they say it. Once you know that, you’ll know what to do about it. Here are five typical reasons a customer/prospect says no and the appropriate solution for each: Reason 1—Bad Timing No matter…

How to Use Voicemail to Get Your Prospects’ Attention

By ronkarr.Admin | February 15, 2018 |

Do you get frustrated when your prospects or customers do not return your calls? I know I do. I may be a Sales and Leadership expert, but when I don’t get a return call, I still review what I said to figure out what I need to change in order to get better results. Remember: Your customers and prospects are…

Dear Manager: A Letter from a Sales Hunter

By ronkarr.Admin | January 30, 2018 |

Does your organization know how to support a sales hunter?  As a Sales and Leadership expert, I have noticed that this relationship can be a complicated one—on both sides. Below is a letter written by a hunter to management that addresses typical issues hunters face. The letter is meant to raise issues hunters should address to gain the support they…

Sometimes Change Powers Success

By ronkarr.Admin | January 10, 2018 |

When is change the ingredient necessary to success? Do you have the guts to call for a change the way Nick Saban did in Monday night’s College Football Playoff National Championship? His quarterback, Jalen Hurts, who has been working for him for two years and amassed a record of 25 and 2 wasn’t producing in…

The Key to More Success

By ronkarr.Admin | December 18, 2017 |

When my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…

How Options Help You Close More Sales

By ronkarr.Admin | December 12, 2017 |

For the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…

Archives

Turning Defeat into Success

By ronkarr.Admin / August 15, 2018 /

In June 2014 I had the opportunity to provide some concluding remarks and summarize my year as president of the National Speakers Association at their annual convention. The year had been the journey of a lifetime, and it was also my best year in business. I felt like I was on the top of the world…

Read More

Getting Past the Dreaded Answer: NO

By ronkarr.Admin / June 20, 2018 /

What happens when a customer says no to you? What do you do? Ninety percent of salespeople accept no as an outright rejection and just move on. But that is the worst thing you can do! In doing so, you disqualify yourself from numerous sales. Why? Because a good sales executive will encounter between three…

Read More

How Confirmation Bias Undermines Sales

By ronkarr.Admin / May 15, 2018 /

As our society has become more polarized politically, many people have started talking about the term confirmation bias to explain what is going on. The term basically means the tendency to look for information that confirms our existing beliefs and to ignore the information that challenges our beliefs. Our confirmation bias leaves us stuck in…

Read More

Using Numbers to Build Sales

By ronkarr.Admin / April 25, 2018 /

Michael Lewis’s 2003 bestselling book Moneyball: The Art of Winning an Unfair Game, which inspired the 2011 film Moneyball, examined the Oakland A’s baseball team and their general manager’s approach to assembling a team that could compete, despite its comparatively low payroll. A’s manager Billy Beane introduced baseball to sabermetrics—“the application of statistical analysis to…

Read More

How to Save Time and Get Your Prospects from No to Yes

By ronkarr.Admin / February 27, 2018 /

None of us in sales escapes the occasional “no.” The power lies in understanding what each customer or prospect means when they say it. Once you know that, you’ll know what to do about it. Here are five typical reasons a customer/prospect says no and the appropriate solution for each: Reason 1—Bad Timing No matter…

Read More

How to Use Voicemail to Get Your Prospects’ Attention

By ronkarr.Admin / February 15, 2018 /

Do you get frustrated when your prospects or customers do not return your calls? I know I do. I may be a Sales and Leadership expert, but when I don’t get a return call, I still review what I said to figure out what I need to change in order to get better results. Remember: Your customers and prospects are…

Read More

Dear Manager: A Letter from a Sales Hunter

By ronkarr.Admin / January 30, 2018 /

Does your organization know how to support a sales hunter?  As a Sales and Leadership expert, I have noticed that this relationship can be a complicated one—on both sides. Below is a letter written by a hunter to management that addresses typical issues hunters face. The letter is meant to raise issues hunters should address to gain the support they…

Read More

Sometimes Change Powers Success

By ronkarr.Admin / January 10, 2018 /

When is change the ingredient necessary to success? Do you have the guts to call for a change the way Nick Saban did in Monday night’s College Football Playoff National Championship? His quarterback, Jalen Hurts, who has been working for him for two years and amassed a record of 25 and 2 wasn’t producing in…

Read More

The Key to More Success

By ronkarr.Admin / December 18, 2017 /

When my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…

Read More

How Options Help You Close More Sales

By ronkarr.Admin / December 12, 2017 /

For the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…

Read More