Sales Management

Increase profit and revenues in tough times

By ronkarr.Admin | January 22, 2009 |

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.…

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…

Who’s Fired?

By ronkarr.Admin | April 2, 2004 |

When we hear “You’re Fired”, the first thing that comes to mind is Donald Trump’s Apprentice show. Yet, is the concept of firing limited to employees? The answer is a resounding no!!! How about firing some customers? Customers fire vendors for not being good. So, why can’t vendors fire customers who do not fit their…

Getting Noticed In the RFP

By ronkarr.Admin | May 23, 2003 |

Getting Noticed In the RFP Many of us face sales situations where the customer generates a RFP (Request for Proposal) and sends it out. For those of you who do not deal with a formal RFP process, you still face the same issues as those who do. We call it “Share of Mind.” Increase your…

Without Preparation, Your Will to Win Is Not Good

By ronkarr.Admin | October 23, 2002 |

Rudolph Giuliani, in his new book “Leadership”, talks about Ted Olson’s argument before the U.S. Supreme Court as he represented George Bush in the Florida voting fiasco. To win the necessary 5 votes he had to prepare a few arguments addressing different personal beliefs. One argument may have been strong enough to win 3 votes,…

Fear vs. Opportunity Mindset

By ronkarr.Admin | October 2, 2002 |

Ever faced a situation where things seemed to start going wrong right from the very beginning? This often happens not so much by what the world has thrown at us, but rather by how we react to the situation to begin with. Imagine you are getting ready to go on a big sales call where…

Catching a Buzz!

By ronkarr.Admin | July 2, 2001 |

Buzz Marketing is the latest fad being talked about. The idea is to use a handful of carefully chosen trendsetters in a community to act as “influencers”. For instance, you can call up your friends or associates and act as an influencer regarding a product or service you highly recommend. If the pitch is done…

The Balanced Growth Plan!

By ronkarr.Admin | June 2, 2001 |

The two universal laws of sales success are: Sell more to existing customers and keep prospecting for new business at all times. Which of these laws is more critical to your success? Both of them! It is a fact that it costs you less to sell more to existing customers because you have already invested…

What Are We Missing?

By ronkarr.Admin | April 2, 2001 |

In reading the book Maestro (the story of Fed Chairman Alan Greenspan written by Bob Woodward), it was interesting to learn of the dilemma facing the Fed in trying to figure out why the economy was acting in certain ways. The biggest concern was over corporate profits. In the old models, prices would rise and…

Are There Any Dissenters in The House?

By ronkarr.Admin | March 2, 2001 |

In any presentation, but especially in those given to groups and committees, there is a strong possibility that there will be at least one person sitting at the table whose life revolves around finding a reason to question or criticize something you’re saying. When this happens, you will most likely be dealing with a person…

Archives

What Is The One Element tThat Can Bring Velocity To Everyone On The Project?

By John Lusher / November 17, 2023 /

So, what is the one element that can bring Velocity to everyone on the project? Awhile back I was the opening keynote speaker for a luncheon hosted by the International Council of Shopping Centers. The room was filled with mall owners, construction company owners, and big real estate tycoons. The first line of my speech…

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Using the Big Idea to Impact! Your Markets

By ronkarr.Admin / June 12, 2017 /

It’s easy to spot a big idea because it’s usually followed by the thought that it will never happen. In The Science of Getting Rich, published in 1910 (find the free e-book online), Wallace Wattles examines what separates those who make it big from those who always seem to fall short of their goals.  According…

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Impacting Customer Buying Habits

By ronkarr.Admin / May 16, 2016 /

[powerpress url=”/wp-content/uploads/Karr-160426-Q2-Impacting-Customers-Buying-Habits.mp3″] SPECIAL AUDIO BLOG – As a Motivational Speaker, Sales and Leadership Expert, I am often asked to consult with clients on a huge issue:  How do you change customers buying habits? Customers tend to have defined buying habits and pre-defined perceptions of the role a vendor can play for them.  Often, vendors can do…

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Worst Mistake One Can Make In Motivating Sales People

By ronkarr.Admin / May 28, 2015 /

This is a guest post by my friend, award-winning speaker and leadership author, Eric Chester “We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anybody wanna see second prize? Second prize is a set of steak knives. Third prize is…you’re fired.” In the 1992…

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Get Your Customer to Say Yes to You in Stiff Competition

By ronkarr.Admin / March 28, 2013 /

Are you dealing with declining sales revenues? Do you want to achieve customer growth? Do you want to improve your sales prospecting? Do you want to become more influential? Do you want customers to accept your pricing? If you answered yes to any of the above questions, then you need to get clear on the…

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Why Scripts Don't Sell

By ronkarr.Admin / June 19, 2012 /

I just returned back from Israel having gone over for a big family wedding.   Only problem was the wedding party was cancelled at the last minute due to a critical illness in the bride’s family.  Still, close friends and family of the bride and groom got together with the newlyweds to watch two videos prepared…

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Emotion Sells, Logic Justifies

By ronkarr.Admin / May 31, 2012 /

There is a psychological process on how to sell.  If you use it properly, your sales will skyrocket.  If not, it will take you longer to close the deal.  That’s if you even close the deal to begin with. Want to know the secret?  Here it goes! Every sale, whether it is selling an idea,…

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Simple Truth On How to Double Your Sales Now

By ronkarr.Admin / May 15, 2012 /

The secret to doubling your sales is what I call the simple truth of selling.  Selling is not about show and tell, where you regurgitate all of your features and benefits hoping that one of your points will motivate a customer to buy. Rather, the simple truth is simply asking the customer about the results…

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To Make a Lot of Money, You Need to…..

By ronkarr.Admin / May 10, 2012 /

If you want to make a lot of money, you need to create vs. compete.  No matter what services or products you are selling, if you continue to compete against others your ability to make a lot of money is greatly diminished. In competition, the conversation usually turns to money and everyone gets commoditized.  Pressures…

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How To Get New Customers—Fast

By ronkarr.Admin / January 25, 2012 /

Want to get new Customers Fast? Try giving it away for free! Chris Anderson in his book FREE tells of the Jell-O Case Study. At the turn of the 20th century, Jell-O was considered the desert of the rich. The key ingredient for Jell-O is Gelatin, which comes from Collagen, a protein based substance found…

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