Sales Management
So, what is the one element that can bring Velocity to everyone on the project? Awhile back I was the opening keynote speaker for a luncheon hosted by the International Council of Shopping Centers. The room was filled with mall owners, construction company owners, and big real estate tycoons. The first line of my speech…
It’s easy to spot a big idea because it’s usually followed by the thought that it will never happen. In The Science of Getting Rich, published in 1910 (find the free e-book online), Wallace Wattles examines what separates those who make it big from those who always seem to fall short of their goals. According…
[powerpress url=”/wp-content/uploads/Karr-160426-Q2-Impacting-Customers-Buying-Habits.mp3″] SPECIAL AUDIO BLOG – As a Motivational Speaker, Sales and Leadership Expert, I am often asked to consult with clients on a huge issue: How do you change customers buying habits? Customers tend to have defined buying habits and pre-defined perceptions of the role a vendor can play for them. Often, vendors can do…
This is a guest post by my friend, award-winning speaker and leadership author, Eric Chester “We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anybody wanna see second prize? Second prize is a set of steak knives. Third prize is…you’re fired.” In the 1992…
Are you dealing with declining sales revenues? Do you want to achieve customer growth? Do you want to improve your sales prospecting? Do you want to become more influential? Do you want customers to accept your pricing? If you answered yes to any of the above questions, then you need to get clear on the…
I just returned back from Israel having gone over for a big family wedding. Only problem was the wedding party was cancelled at the last minute due to a critical illness in the bride’s family. Still, close friends and family of the bride and groom got together with the newlyweds to watch two videos prepared…
There is a psychological process on how to sell. If you use it properly, your sales will skyrocket. If not, it will take you longer to close the deal. That’s if you even close the deal to begin with. Want to know the secret? Here it goes! Every sale, whether it is selling an idea,…
The secret to doubling your sales is what I call the simple truth of selling. Selling is not about show and tell, where you regurgitate all of your features and benefits hoping that one of your points will motivate a customer to buy. Rather, the simple truth is simply asking the customer about the results…
If you want to make a lot of money, you need to create vs. compete. No matter what services or products you are selling, if you continue to compete against others your ability to make a lot of money is greatly diminished. In competition, the conversation usually turns to money and everyone gets commoditized. Pressures…
Want to get new Customers Fast? Try giving it away for free! Chris Anderson in his book FREE tells of the Jell-O Case Study. At the turn of the 20th century, Jell-O was considered the desert of the rich. The key ingredient for Jell-O is Gelatin, which comes from Collagen, a protein based substance found…
BellSouth recently announced that it will pull all of its 143,000 pay phones out of service by the end of 2002 according to the New York Times. Reason: Cell phones. Who would have thought that cell phones would one day replace the corner phone booth? In your world, what is becoming obsolete and are you…
Read MoreAs a sales executive, are you more concerned with the number of calls your sales people are making or the quality of their calls? If you are more concerned with the number of calls, then you are a task-oriented leader. If you are more concerned with making quality calls, you are a purpose-oriented leader. If…
Read MoreOur booming economy is providing all executives with a key challenge—-where to find good help. While I would love to have the answer for all of you (would be worth more than winning this week’s NJ Power Lottery of $300 Million- wish me luck), I do have some insights that you should use for guidance.…
Read MoreYou’ve got Only Five Minutes- So Give It Your Best Shot! How many times have you gone on an appointment and had the customer say you’ve got five minutes, so start talking? Now I know you wouldn’t do that (right?) but you have probably seen others fall into the trap and start spilling their guts…
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