Sales

Titan Olympic Moment

By ronkarr.Admin | August 10, 2004 |

Imagine you are front runner to win the Olympic Gold in the men’s all around competition. That’s just where Paul Hamm was when he started his vault routine. After running gracefully towards the vault, magnificently soaring into the air, doing incredible flips and preparing for his landing approach, disaster struck. on impact, Paul’s legs gave…

New vs. Old Customers

By ronkarr.Admin | April 2, 2004 |

Do you treat existing customers differently from new customers? Most people do and it is disgusting. For one thing, we tend to take existing customers for granted. All of the special attention we provided prospects to turn them into customers tends to dissipate once they are on board. In some cases, when it comes time…

Have You Justified Your Value Lately?

By ronkarr.Admin | March 2, 2004 |

Picture this. A buyer for a customer you have been dealing with for 20 years calls you and questions why they are paying so much more for your product when the competition is offering it for less. They request you come in and explain yourself. When most salespeople get this kind of call, they usually…

10 Reasons Why You Won’t Get a Sale Today!!!

By ronkarr.Admin | March 2, 2004 |

Ron’s Top 10 Reasons Why You Won’t Get a Sale Today!!! Let me make this real simple. Reasons 1-10: It’s all in your mind. Warren Greshes, a colleague and motivational speaker, used to tell a story of when he sold in the garment industry. Everyone told him not to even attempt to sell in December…

Has Anyone Talked to the Decision Maker!!!

By ronkarr.Admin | February 2, 2004 |

One of the classic firing’s on Donald Trump’s show, The Apprentice, occurred in the second show. One of the teams was working on an advertising campaign for a company selling seats on private jets for the corporate traveler. Because of time restraints, the team leader decided not to meet the CEO of the client whose…

What’s Your System?

By ronkarr.Admin | January 2, 2004 |

Every profession has a system in place for success. For instance, according to Todd Piland, Sr. VP of HEB ( Retail Grocer), location is crucial for a store’s success. We all know that. But do you know the critical factors they look for in a location? Todd looks for a location that is on the…

Modern Day Prospecting

By ronkarr.Admin | January 2, 2004 |

We all know about the intelligent databases marketing companies use to mine information on its buyers so they can be targeted to in a customized manner. But what about customized cold calls? If you are still dialing for dollars blindly, chances are you’re wasting your time. While prospecting is still a numbers game, today’s technology…

The Power of Options

By ronkarr.Admin | December 2, 2003 |

The concept of giving your customers a variety of options of how to buy your products and services is not new, but it still remains a powerful sales tool. Let’s take a look at Disney World’s version of Option Selling. When you buy your park passes, you have several choices. First, you decide how many…

Recently I was sitting on a plane when…

By ronkarr.Admin | November 2, 2003 |

Recently I was sitting on a plane when a guy sitting right behind me says on his cell phone: “Listen, I shouldn’t really be saying this to you since this is really confidential and nobody is supposed to know this, so please keep it to yourself”. Hey buddy, if this is so confidential, why did…

4 Keys to Effective Leadership

By ronkarr.Admin | November 2, 2003 |

When former NY Knicks coach Jeff Van Gundy worked for Pat Riley as an assistant coach, he learned a valuable lesson from Pat. Pat told him in a performance review that you need to have 4 things to get respect and results from players; sincerity, reliability, commitment and being trustworthy. Sincerity- In order for people…

Archives

Mastering Cross-Selling: Insights from Nature’s Banyan Tree

By John Lusher / March 21, 2024 /

When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…

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Closing the 2-Minute Sale

By John Lusher / March 14, 2024 /

I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…

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How to become part of the inner woven fabric of your client’s organization

By John Lusher / March 7, 2024 /

If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…

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The 4 Questions You Can’t Afford to Leave Unanswered to Close the Deal

By John Lusher / February 22, 2024 /

A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…

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The Crucial Factor Missing from Your 2024 Sales Plan

By John Lusher / November 30, 2023 /

As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…

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The Answer to Success is in the Questions You Ask

By John Lusher / October 19, 2023 /

In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…

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Surviving Slow Customer Flow: Is It Marketing or Sales That Holds the Key to Success?

By John Lusher / September 21, 2023 /

When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…

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Is There an Easy Path to Success?

By John Lusher / August 24, 2023 /

Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…

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The Velocity Mindset: Change Your Mindset, Rewrite Your Story

By John Lusher / August 21, 2023 /

What would the world be like if everyone acted like a leader, not a victim of circumstances? Finally, a practical guide that conquers the minds and hearts of leaders around the world! Grab your copy of The Velocity Mindset® book on Amazon:  https://bit.ly/TheVelocityMindset #VelocityMindset #mindset #leadership #sales

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Leadership as a Key to Sales Success

By John Lusher / June 16, 2023 /

Leadership isn’t limited to a select few; it resides within each one of us. We all possess the ability to lead in our own lives, families, and pursue our purpose. For sales people, leadership is about leading their potential clients or customers through a decision-making process to help them make the right decision. If you…

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