Monday, December 16, 2013
In the
CEO Bestselling Book Lead, Sell Or Get Out of the Way, I talk about the 7 Traits of highly Effective Sellers. Since the book was released, I have been able to cull these 7 traits into three mindsets that have literally blown the roof off for my clients in terms of the sales results they have achieved (
see video Testimonials). The three mindsets are:
1. Creation vs Competition
2. Openings vs. Closings
3. Team vs. Lone Ranger
In Creation vs. Competition, we talk about focusing only on creating better results for clients vs what the competition is doing. Those that create results are often in the driver’s seat with the competition behind them. Those focusing on the competition are not distancing themselves but rather creating similar clones with little differentiation. Jobs did not create a cell phone juggernaut with the iPhone by trying to beat Blackberry. He had his engineers look at their phones and asked them what would you like to see different and let¹s make it happen.
In Openings vs. Closings, Executives and Salespeople are too worried about closing the deal vs.opening the relationship properly and positioning themselves at the highest level of impact from the moment they say hello. You need to position yourself properly and effectively qualify the deal in order to close it.
In Team vs.Lone Ranger, there is a basic principle we must all understand: You can make money through your own efforts, but you can make a lot of money through the efforts of others. Each sales executive must look at themselves as the central core of an influential circle that contains advocates (both internal and external) and referrals that lead to new business opportunities.
The problem is most people understand this, but they go about it the wrong way. They keep asking for leads from a self focused mindset vs. finding out what the advocate is looking to achieve and how they can help the advocate through their services.
These three mindsets have led to the powerful keynote and breakout session titled Lead, Sell or Get Out of the Way: Double, Triple and Quadruple Your Sales.
We are now coming up to the first quarter of 2014 and organizations are gearing up for their national sales meetings. Now is the time to
book Ron Karr and bring
Lead, Sell or Get Out of The Way to your organization. You will be glad you did it.