Month: August 2007

Beware of the Sample Bandits

By ronkarr.Admin | August 20, 2007 |

Have you been victimized by a Sample Bandit lately? Sample bandits are the prospects that are always asking for demonstrations, samples and quotes yet never buy from you. The important thing to remember is: you cannot be victimized by these bandits if you are not a willing participant. You can control who wastes your time…

The Key to Successful Negotiations

By ronkarr.Admin | August 20, 2007 |

If you don´t know your Points of Power, how can you stay strong in a negotiation? Points of Power are defined as the strengths you have in a certain negotiation and using that power provides the ability to negotiate a deal that is favorable to both parties Points of Power include: Timing—If the customer needs…

Plugging the Holes in Your Sales Forecast

By ronkarr.Admin | August 2, 2007 |

Sales forecasting is probably one of the most difficult and distasteful topics for sales executives. After 30 years of selling, managing, consulting and coaching some of the top sales executives in the world, I can you tell you it is one of the most powerful tool you can use to guarantee your success. You probably…

Motivational Moment: Breaking Out of a Slump

By ronkarr.Admin | August 2, 2007 |

Athletes and sales executives have one thing in common: They all go through streaks. They have their moments when they are in the zone and can do no wrong. They are full of confidence knowing they are going to “hit a home run” the next time at bat. And then, for some unexplained reason, the…

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Beware of the Sample Bandits

By ronkarr.Admin / August 20, 2007 /

Have you been victimized by a Sample Bandit lately? Sample bandits are the prospects that are always asking for demonstrations, samples and quotes yet never buy from you. The important thing to remember is: you cannot be victimized by these bandits if you are not a willing participant. You can control who wastes your time…

Read More

The Key to Successful Negotiations

By ronkarr.Admin / August 20, 2007 /

If you don´t know your Points of Power, how can you stay strong in a negotiation? Points of Power are defined as the strengths you have in a certain negotiation and using that power provides the ability to negotiate a deal that is favorable to both parties Points of Power include: Timing—If the customer needs…

Read More

Plugging the Holes in Your Sales Forecast

By ronkarr.Admin / August 2, 2007 /

Sales forecasting is probably one of the most difficult and distasteful topics for sales executives. After 30 years of selling, managing, consulting and coaching some of the top sales executives in the world, I can you tell you it is one of the most powerful tool you can use to guarantee your success. You probably…

Read More

Motivational Moment: Breaking Out of a Slump

By ronkarr.Admin / August 2, 2007 /

Athletes and sales executives have one thing in common: They all go through streaks. They have their moments when they are in the zone and can do no wrong. They are full of confidence knowing they are going to “hit a home run” the next time at bat. And then, for some unexplained reason, the…

Read More