Listening is by far the most recognized but misunderstood skill that is critical to your success in influencing others to accept your offer. This short video will provide you with a couple of tips on how you can dramatically increase your sales revenues and power of influence by listening better to the people you serve.
Do you agree this is the biggest mistake salespeople make? Let us know your thoughts. Tell us the biggest mistake you see salespeople making. Let’s start a great conversation! Ron Karr is the author of Lead, Sell or Get Out of the Way. Find out more about his Engaging Presentations, In-demand Consulting, Rewarding Resources — … Continue reading The Biggest Mistake Sales People Make – Sales Tip 101
The key to selling in this tough economy is the ability to create the appropriate ROI (return on investment) that will motivate a customer to say yes to your proposal. When times are tough, a higher ROI is expected and demanded by your customers. With tighter budgets, customers are demanding more in return for their … Continue reading Creating ROI That Sells
Fifteen years ago I was sitting on a plane next to my client, Bud Howard, who was then the Vice President of Sales for Hertz Equipment Rental Corp (division of Hertz). We were in the middle of a three city tour which he hired me to keynote his national sales meetings. It was one of … Continue reading How a VP of Sales Exceeds Expectations Year After Year With One Easy Question
Two days ago I received an e-mail that floored me. It was from a manager at a local Cheesecake Factory who remembered my visit to her restaurant in 2005. Here is a quote from her e-mail— Back in ’05 I met you at the Cheesecake Factory where I worked. I was a manager there and I … Continue reading Little Things Can Produce the Biggest Results
Today I had breakfast with a CEO in between positions. He recently resigned from a company he helped turned around and take to the next level. Looking for a different opportunity, he decided it was time to move on. What struck me during our conversation were the beliefs that drive his actions professionally. As a … Continue reading Beliefs of a Successful Sales Professional
Companies and individuals have done the cost cutting. Jobs have been eliminated. Dealerships have been closed. Costs have been slashed. All this has done is help people weather the economic slump. Getting out of the slump is a different story. The only way out is by selling something.
Beyond the challenge of establishing an applicant’s values and interaction style – topics we’ve examined in previous articles — there remains, for hiring managers, the key issue of whether or not a given candidate has the skills to sell as a true superstar, what I call a Titan. If there is a skills mismatch — … Continue reading ARE YOU INTERVIEWING A POTENTIAL SUPERSTAR?
In our first article on hiring, we looked at the sales candidate’s value system and will to succeed. Now it’s time to gain an appreciation of how he or she is likely to go about selling. There are many models used for classifying behavior in this area; the model we will be referring to here … Continue reading HOW SALESPEOPLE SELL: A HIRING MANAGER’S GUIDE
Hiring salespeople who are motivated and energetic to begin with is essential. You shouldn’t rely on others to breathe life into a hire — the hire must be “alive” from the get-go! Many organizations miss the boat when it comes to recruiting salespeople. Too many hiring officials either do not know what they want, know … Continue reading HOW TO HIRE SUPERIOR SALES PEOPLE