Ask THIS to Boost Revenue by 200% (You’re Asking the Wrong Questions!)
As a top sales consultant, I’ve successfully shown organizations on six continents how to gain velocity in their sales efforts by asking the right questions. Here’s an example: A major financial services firm called me in to review their numbers. It took their advisors five sales calls to close a new investor, and they knew they could reduce that to a three-call cycle. Their advisors would close more business and earn significantly more money. After we showed them how to...
Are You Just Moving, or Moving with Purpose?
Imagine boarding a flight, only to hear the pilot say, “We’ll just go wherever the winds take us.” Would you stay? Probably not! Just like air travel, life and business require more than speed—they need direction. As a sales and leadership consultant, I’m often asked how to cultivate an executive mindset to align actions with goals. Watch this video to discover how the Velocity Mindset® can help you shift from simply staying busy to making purposeful progress. Ve #VelocityMindset...
The Secret to Winning Clients: How to Engage Both Heart and Mind for Sales Success
Is your sales pitch falling flat? Imagine if you could tap into your clients' true motivations and create a connection so powerful they’re ready to say "yes" before you even make the ask. As a sales strategy consultant, I use my sales mindset training to reveal how to do just that with Velocity Mindset. Watch this episode from my recent interview with Quinn Lemley on Secrets from the Stage to discover the key to unlocking your clients' hearts and minds,...
What Does Success Look Like to You?
In 1995, my wife and I decided to go back to Hawaii for our fifth wedding anniversary, staying at the Maui Marriott. One morning, we went down for breakfast. As we're sitting at our table, the waiter comes up, looks at me, and says, "You're Ron Karr." I reply, "Yes, I am." He goes, "No, you don’t understand," which surprised me because I thought he recognized me as a loyal customer. But that wasn’t why he knew me. He said,...
How to Throw a Hail Mary Pass
As a sales leadership keynote speaker, I'm often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you're looking for a miracle, you still need a strategy. Take the recent game between Chicago Bears and Washington Commanders as an example. Washington was down by three points with one play left, around the Bears' 50-yard line, and they went for a Hail Mary. And what happened...
How to Thrive in a High-Failure Zone
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I've always used it in my speeches. Not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter. That means they failed seven times, but they're still considered Hall of Fame material. That's why it's such a high-failure sport. Now, that relates to...
Surefire Strategy to Instantly Boost Your Sales Close Rate
For the past 12 years, I've been on retainer, coaching senior executives at a company. In the first two years, I spotted a major issue: they were sending out far too many proposals. How did I know? Their close rate was a dismal 10%. That's what happens when you're wasting time on unqualified leads. So what did we do? We focused on better qualification. In just two short years, we cut their annual proposals from 650 to 450 and...
Prioritizing Experiences: The Key to Achieving Meaningful Results
A study published in the Journal of Agriculture and Food Chemistry revealed that a new pill developed in Denmark "mimics the effects and benefits of strenuous exercise without moving a muscle." Imagine just taking a pill and having all of the same health benefits as if you had run - and I quote - “a long distance at a fast clip." When I read this, I was truly excited. Finally, I don't have to do all that grueling work! ...
Do As I Do
If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.” Let me explain. A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked for my price, he also requested a discount. I said, “Well, that's an interesting question, thank you for asking. However, if you're asking me...