Year: 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.…
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…
“It’s never too late, or in my case too early, to be whoever you want to be. There’s no time limit. Start whenever you want. You can change or stay the same. There are no rules to this thing. We can make the best or the worst of it. I hope you make the best…
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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.
Read MoreDo 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…
Read MoreThe 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…
Read MoreFifteen 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…
Read MoreTwo 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…
Read MoreToday 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…
Read MoreCompanies 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.
Read MoreBeyond 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 —…
Read MoreIn 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…
Read MoreHiring 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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