Jerry Karp brings an array of experience to the SBDC. For 13 years, he owned a business that specialized in selling business to business. When it was sold to a large corporation, he remained at the company for seven years as manager. Prior to owning his business, he worked in upper management at two successful audio/visual companies. At one, he was the executive vice president of sales and marketing and at the other, CEO. In addition, he has more than 30 years experience selling to both commercial and government accounts.
The answer is, you need to know as much about you customer as you do about your product. This is based upon the Law of Caring: “No one cares how much you know until they know how much you care.”
If you concentrate on the answers the questions become easy. The key to sales isn’t about selling. It’s about developing relationships that enable people to know you, like you, trust you and want to buy from you. How do you
Want to Succeed in Sales? Burn the Boat If you want to try to walk on water you have get out of the boat. Getting out of the boat means taking a big risk. As a business owner you are
Selling is a profession, a learned skill. Yet, it is not taught in any school. So, how do 95% of the sales professionals learn to sell? They are self-taught. This large group of professionals has to be their own mentor.
More than 70 percent of our communication is done through the nonverbal combination of movement, posture and tone that takes part in our unconscious. In fact, some studies show that body language has greater impact than the spoken word. It’s
Where Does the Sale Begin? Your product Your competition The customer The beginning of the sale has nothing to do with any of these. The sale begins with your attitude. If you had all of the knowledge above but your
Google ‘what does it take to be an entrepreneur’ and you’ll get 62,900,000 results. It seems that everybody has an opinion. But if you delve deeper, certain key elements begin to surface. The first is that
High turnover is a good thing, if you’re talking about tables in a restaurant or inventory. But, if you’re talking about personnel it could be one of your biggest expenses and it’s the one that doesn’t show as a line
Most people consider “NO” to be a negative word when it should be a positive one because it really means not right now. In business development and sales you have to be prepared to hear “NO” five to seven times
If you asked me if I was a micro manager I would have answered “Absolutely not. I delegate.” It wasn’t until I had to stay home for four weeks for medical issues that learned some of life’s most valuable business
Jerry Karp, a Certified Business Counselor for the USF-Small Business Development Center in Pasco County, FL was the guest speaker for the Greater Wesley Chapel Chamber of Commerce Monthly Business Breakfast (March 2, 2010) at Saddlebrook Resort.