Beliefs That Generate Phenomenal Success

  New Book ‘Lead, Sell or Get Out of the Way’ – Excerpt #6  The leadership qualities that any sales executive must possess in order to produce exponentially profitable results are rooted in five powerful beliefs. Although, strictly speaking, it may not be necessary to build all five beliefs into your life, choosing to leave even one of these beliefs underdeveloped means missing out on opportunities and, ultimately, leaving money on the table.  Because of publisher constraints on the size...

Critical Factor to Succeed in Tough Times – Build a ‘Coalition of the Winning’

‘Lead, Sell or Get Out of the Way’ – Excerpt #5 Make relationships, not cost, a top priority! “It All Sounds the Same!”  One of my mentors, the late Bill Brooks, was a well-known sales expert and coach to thousands of salespeople throughout the world. Bill once told me that he and a colleague conducted research on thousands of buyers across all industries and asked them this question: “Why do you beat salespeople up on price?” In essence, the answer...

It’s Not the Price; It’s the Leadership Mix

Win with your unique mix of services and features ‘Lead, Sell or Get Out of the Way’ – Excerpt #4  Why Wouldn’t You Sell This Way?  For the past 20 years, I have been speaking to, advising, and coaching sales organizations of all sizes all around the world. Our clients have added at least half a billion dollars in incremental revenues by implementing this concept of leading with the outcome. In all of these situations, we never once changed the...

Lead With the Outcome: What the Customer Wants

‘Lead, Sell or Get Out of the Way’ Excerpt # 3 Decide on the ‘what’ before the ‘how’     You Sell Ideas Like all effective leaders, top-producing salespeople sell ideas. They look for ways to find and improve the outcomes that their customers are seeking, and they start by talking about the “what.”  What are customers looking for?  As a leader, you must determine the “what” before the “how”—the “how” comes second. Your products and services represent the “how,” which means that...

Lead the Conversation: Help Your Customers Get to the ‘Promised Land’

Lead the Conversation: Help Your Customers Get to the ‘Promised Land’ Exerpt #2 from my new book, ‘Lead, Sell or Get Out of the Way’ https://LeadSellorGetOutofTheWay.com By Ron Karr My brother-in-law Dan resigned from his position as a junior partner at a well-established law firm. He had a choice: He could continue working really hard and take only a small portion of the fees he brought in, or he could start his own firm, hire lawyers under him, and increase his share of the...

You Heard Me: ‘Lead, Sell or Get Out of the Way’

New book from speaking pro and business development expert shows how great sellers provide outcomes, not just service – Excerpt # 1 By Ron Karr The book — Lead, Sell or Get Out of the Way — reflects the reality that, in today’s market, there is simply no room for followers, but there is plenty of room for leaders who are willing to create outcomes that others have not yet imagined. The Leader’s Wisdom The competition is intense. If you...

Opportunities

Who says Opportunity knocks only once?  Opportunity knocks often.  Question is what knocks do you want to accept. 

Increase profit and revenues in tough times

Think about this. If you reduced your fees or prices by 20%, you would need to increase your sales volume by 400% to make the same profit you were making before the price cut. This is what Donald D. Juschartz, County Extension Director at Michigan State University, discovered in his study of how Price vs. Volume relationship may alter the retailer’s thinking.In declining markets, it is very tempting to lower one’s prices to hold on to business, especially if your...

The Integrated Dialogue(TM)

This morning I went to take my vitamins and noticed that the huge bottles containing my new supply disappeared. I asked my wife if she saw them. Using her skills of putting things in order, she merely took the old bottles and emptied them into the new bottles, thereby clearing up the unseemly clutter. I sat there wondering why I did not think of this simple yet effective idea. Welcome to the Integrated Dialogue(TM), which is what happens when two...