Becoming A Sales Manager
As a sales and leadership expert, Ron discusses reasons why a stellar salesperson might be struggling to become a great sales manager.
10 Ways to Start Your Prospecting AND Make it Enjoyable!
As a motivational speaker and sales/leadership expert I know you can only Impact your markets if you know how to prospect. Please enjoy this content laden article 10 Ways to Start Your Prospecting AND Make It Enjoyable by my good colleague Mark Hunter, CSP. Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here...
Mastering the Art of Influence
When we find ourselves stuck in the same place in our conversations, getting the same results, our first reaction is often to blame outside circumstances—the things beyond our control, which is usually the people we’re talking to. To turn the tables and Impact others who are critical to our success, we need to understand how to change the conversation to achieve better results. We need to understand our ability to Impact the outcome. Here’s a simple example from my personal...
How To Get Your Prospects To Stop Ignoring You
Neuroscience teaches us that there are two chemicals in the brain that sales execs, entrepreneurs, and influencers need to be cognizant of: cortisol (known as the stress chemical) and dopamine (known as the feel-good chemical). When we make a sales call to a prospect, we are received as an inconvenience, an interruption in the day. Add to that the fact that prospects want to protect themselves from sales people trying to sell them things they don’t need. So just by...
When Do You Give Up on a Prospect?
As a sales and leadership expert and Motivational Speaker, I find sales execs and entrepreneurs are wasting a lot of time and losing Impact on their markets by concentrating on prospects that will never buy from them. The trick is knowing when to let go. Before we can understand that, we must examine the two reasons why people don’t want to let go. One is that it’s reassuring to see a pipeline full of names. Who wants to look at...
Muhammed Ali: The Greatest Impact of All Time
This past weekend the world lost a giant—three-time world heavyweight boxing champion Muhammed Ali. Ali always referred to himself as the greatest of all time, and he indeed is a great example of what it looks like when one achieves maximum Impact in the world. As a motivational speaker and a sales and leadership expert, I want to examine how Ali achieved Impact and used it for the greater good of mankind. To achieve Impact, Ali relied on the following:...
Your Impact Starts Now—Making Your Minutes Count
This past Friday evening I was sitting on my terrace overlooking the Hudson River in New Jersey when I spotted two World War II–era fighter planes flying straight down the Hudson. Just as they passed me, the plane on the left started sputtering. White smoke started trailing the plane, and I knew the pilot was in trouble. The smoke got thicker and thicker as the plane lost altitude, and I realized the plane was going to crash into the water....
Impacting Customer Buying Habits
[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 a lot more than the customers think but are never given the chance. In some cases, vendor offerings are often commoditized when they shouldn’t be. ...
The Key to Impact Others
As a Motivational Speaker and expert on Sales and Leadership, I find that everyone is looking to improve their ability to Impact others in their lives—to influence them in order to get what they want. Yet their ability to Impact is hindered by the inability to listen. Most people only hear others, and that limits their Impact skills. Hearing is defined by this simple formula: Incoming Message + Reaction = Hearing The problem this formula reveals is that we tend...