Year: 2009

This Economy Demands Best Practices, Not Free Services!

By ronkarr.Admin | May 1, 2009 |

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!…

What IsThe Most Powerful Word in The English Language —-“BECAUSE”

By ronkarr.Admin | April 28, 2009 |

Imagine you have been waiting on a long line for the cashier in a supermarket.  After 20 minutes your turn is finally approaching and out of nowhere someone cuts in front of you.  What would you do?  Depending on your personality and values, the answers would vary from being quite physical to saying “hey buddy,…

Need a Compelling Reason – Ask Kodak!!!

By ronkarr.Admin | April 27, 2009 |

Create powerful value propositions for customers, as Kodak did, says author of ‘Lead, Sell or Get Out of the Way’  – Excerpt # 8  When it comes to building a solid value proposition, you can find a lot less effective places to begin than identifying something your buyer absolutely hates about their current situation.  Imaging…

Beliefs That Generate Phenomenal Success

By ronkarr.Admin | April 14, 2009 |

  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…

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

By ronkarr.Admin | April 8, 2009 |

‘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…

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

By ronkarr.Admin | April 1, 2009 |

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…

Lead With the Outcome: What the Customer Wants

By ronkarr.Admin | March 30, 2009 |

‘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…

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

By ronkarr.Admin | March 26, 2009 |

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…

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

By ronkarr.Admin | March 24, 2009 |

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…

Opportunities

By ronkarr.Admin | March 23, 2009 |

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

Archives

Critical Skill You Need to Excel At to Supercharge Your Sales and to Become a Center of Influence

By ronkarr.Admin / November 5, 2009 /

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.

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The Biggest Mistake Sales People Make – Sales Tip 101

By ronkarr.Admin / October 22, 2009 /

Do you agree this is the biggest mistake salespeople make? Let us know your thoughts. [youtube]https://www.youtube.com/watch?v=HUi0SO_3NRk[/youtube] 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…

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Creating ROI That Sells

By ronkarr.Admin / September 24, 2009 /

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…

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How a VP of Sales Exceeds Expectations Year After Year With One Easy Question

By ronkarr.Admin / August 22, 2009 /

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…

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Little Things Can Produce the Biggest Results

By ronkarr.Admin / July 29, 2009 /

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…

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Beliefs of a Successful Sales Professional

By ronkarr.Admin / July 27, 2009 /

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…

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Sales Is The Only Way Out of this Recession

By ronkarr.Admin / June 10, 2009 /

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.

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ARE YOU INTERVIEWING A POTENTIAL SUPERSTAR?

By ronkarr.Admin / June 10, 2009 /

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 —…

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HOW SALESPEOPLE SELL: A HIRING MANAGER'S GUIDE

By ronkarr.Admin / June 10, 2009 /

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…

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HOW TO HIRE SUPERIOR SALES PEOPLE

By ronkarr.Admin / June 10, 2009 /

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…

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