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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Sep 11, 2019

What's more important top speed or velocity? According to our guest today, Ron Karr, when you're racing for the sale, it's all about velocity baby. 

For 36+ years, Ron Karr has excelled at sales and leadership positions, for which he is recognized as the leading "Sales Success Expert" and has appeared as a guest on national TV including FOX , Bloomberg, C-Suite Newtork and others. He is an in-Demand Global Keynote Speaker, and Highly Acclaimed Author of Lead, Sell, or Get Out of the Way.

Today he's here to share his Velocity Mindset which provides sales teams with modern approaches on how to capitalize on more opportunities and walk away with more deals in less time.

Today's episode digs into the nuts and bolts of sales. Why people buy. What part of the buyer's journey you ACTUALLY should get involved with. Why focusing on outcome is the only way to increase your income. 

On today’s podcast…

1:43 - NSA's legacy as a global force in speaking
3:46 - The velocity mindset
7:24 - When you focus on the outcome you move the sales process forward
12:34 - Presenting in context and in a customer focused mindset
15:33 - "How?" is a mindful conversation
18:30 - Why you're entering the sales process at the worst possible place
21:57 - The best way to influence an upper manager
24:26 - Ron's why is firmly planted in the customer focused mindset

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