How to Increase Your Closing Ratio
Many books have been written and seminars delivered on the development of so-called 'closing techniques.' Most advice on these so-called closing techniques is ludicrous. "Presto change-o," they promise, "say this and people will magically want to buy from you!" Yet any commitments we "win" by reciting high-handed or manipulative phrases are likely to be short-lived, indeed. (more…)
7 Ways to Position Yourself as An Invaluable Resource for Your Clients
If both you and your client expect to make a profit, then you must have a strong and harmonious relationship between the two of you. Building and maintaining that relationship can take up an enormous chunk of a financial advisor's time and effort! Here’s some advice on making that investment pay off. (more…)
The Attributes of a Titan: Working With Purpose An Interview with Ron Karr
Ron Karr is a professional speaker, consultant, trainer and author who specializes in helping organizations dominate their marketplace while helping individuals get closer to the people they serve. Ron’s secret is his ability to create Titans: those super-salespeople who can build lasting alliances by instantly creating highly perceived value for their customers. (more…)
Positioning & Sales Strategies Designed to Help You Sell More in Less Time at Higher Profits!!!
Most salespeople don't reach their ultimate level of success for one or more of the following three reasons: 1. They're not that good. 2. They don’t sell effectively. 3. There are issues (delivery, quality, pricing, competition, etc.) outside of their sphere of influence that get in the way of their selling. I have yet to meet a salesperson that thought the first or second possibilities were the reason, but that's probably true for ninety percent of them. Yet even the...
Is GM the Story, or is The Real Story How to Avoid Another GM?
Yesterday I was watching CNBC report on the huge gains in the Dow and the panel was talking about how the market could spike so high even in the wake of the GM Bankruptcy News. A panelist then remarked the GM story is over. They are in bankruptcy and being reorganized. It is old news! The market has already factored in this issue long ago. I agree! The issue today is no longer GM. It is how to avoid another...
Lead Sell or Get Out of The Way- Review by Mike Schatzki Negotiations Expert
This is a really good book. But it is not a book about sales tactics. If you're looking for the 28 best closing techniques, 15 cold calling scripts or tricks to reach the decision-maker, you need to look elsewhere. Ron Karr's book is about strategy. And the focus is on team leadership. Now you might say to yourself, what team? I'm out there all alone making the sale, I don't have a team. But as Ron clearly points out, you...
Would we have the freedom to have an Integrated Dialogue™ without the sacrifices of our Men and Women in Uniform?
On This Memorial Day, we take time to thank all those, both past and present, for their heroic efforts to protect our freedom of choice, freedom of speech and our liberty. In thinking about today, my mother comes to my mind. She fought in two wars- Lieutenant in the British Army in WWII and a commander of a battalion of 2000 women in the War of 1949. Her leadership roles in these positions, as well as her positions of leadership in her banking career have helped formulate some...
Lessons Learned From The Potential Self Destruction of Celebrity Apprentice Contestant Annie Duke
You can have some really strong traits that will make you successful in life. What you have to watch out for is that one weakness that can bring down your house of cards. Annie Duke, poker champion and contestant on The Celebrity Apprentice, is a great case study of how this can happen. Annie’s ability to size up her competition enables her to employ strategies that often lead to victory. She is energetic, fun to watch and brimming with confidence....
This Economy Demands Best Practices, Not Free Services!
Stories are going around how companies and suppliers of professionals are doing work for free to assist their clients in need. They rationalize this because business is slow and they want to keep their employees busy. They also want to be there for their clients. You want to be there for your clients? Become relevant! The concept of doing free work has been used as a solid marketing strategy for years. Occassionally, I have given a free talk to certain groups...