4 Steps to Close the Deal
Eli Manning said one of the key messages coach Tom Coughlin preached this season was the need to “finish the game”. The football game is 60 minutes long and you need to come prepared to play all 60 minutes and finish the job. For sales people, finishing means closing the sale. Often CEO’s call me in asking me to help their sales people close more sales. My answer is their problem is not closing, but rather opening. The reason the...
Three Tips to Increase Sales
You can dramatically increase sales by helping your customer succeed. But how do you do that? 1. Become a stakeholder in your customers success. Make it part of your responsibility to help them succeed. 2. Develop a relationship with your customer that shows you are invested in them. This sets you apart from your competition that pushes products or tries to sell them. Watch this short video on how you can Become Part of the Inner Fabric with Your Customer;...
Sales and Influence: It's Not What You Say, But How You Say It!
Last weekend I had the privilege of introducing my colleague, Karen Jacobsen, at the National Speakers Association Conference in San Francisco. The introduction was 2:56 minutes long and left the audience laughing and energized. The three keys that made this introduction work are: Great product, preparation and timing. They are all critical for not only knowing what you're going to say but communicating it in a powerful and engaging manner. 1) Great Product - Karen is a native Australian who...
Increasing Sales and Influence
As a sales executive, professional services provider and as a sales leader, it's not what you say that is important it is how you say it. Watch this short video as Business Development Expert Ron Karr shows you one technique that can increase sales and influence. https://youtu.be/patdpphriZo
Listening Your Way to Success
The key to being influential, a great leader and a top producer in sales is one's ability to listen. I am not talking about just hearing the words people use. I am referring to being in the listening of those you are trying to influence. For example, when people use words you hear everyday, do you immediately associate those words with what you think they are saying? Or do you put your assumptions aside and truly listen from the world...
How To Build A Powerful Sales Network
There is an old saying that the bigger your network, the more successful you will be in sales. Top producers in sales know their success is not the results of their sole efforts. It is the sum total of all efforts others have put forth in helping that sales executive secure the deals. It can be someone influential in your market who can connect you with a key decision...
One Man's Journey to Success
The good news is I just lost 16 pounds! I am on a mission to lose another 40. Each day is a struggle. Why? Because I look at this process as having to be on a diet. That is until I realized I was operating under the wrong mindset. You see, all of us are on a diet each and every day. The question is what kind of diet are you on? A good healthy diet or a sugar loaded...
Leveraging Your Online Influence to Increase Sales
Radius recently announced their Top Sales Influencers on Twitter, based on KRED Scores. I am proud to announce that I was number two on their list! Check out the details of their announcement and follow the entire list of influencers by reading their post: Sales Influencer Rankings. While being named a Top Sales Influencer on Twitter is indeed an honor, it didn't just happen by Tweeting. It involves actively blogging on this platform....
How to Turn a No Into a Yes
There are many reasons why people say no to the sale, and most often it's not because they're not interested. No is the answer of no risk. Yes is the answer of risk. We know that in previous studies, it takes on average three to seven no's before someone gets their yes. 90% of sales people give up after the first or second no. Let's take a look at the various reasons why people may so no to you: 1....