Karr Associates, Inc.
Titan Principle Sales E-Report
Helping you to Increase Your Sales Revenues with Velocity

*************************************
To our subscribers: Welcome to Weekly Titan Principle® E Series, an electronic
newsletter dedicated to building high performing sales cultures. To see prior
entries, please go to http://ronkarr.com/titanreport
*************************************

NEW WEB SITE http://ronkarr.com

WE are sorry you did not get an e-report from us the last couple of weeks. We were waiting for our new web site to come on line. Now we are up and running and you can expect your e-reports to start flowing more regularly. Please visit our web site http://ronkarr.com

*************************************

KATRINA RELIEF

As with all industries Katrina has caused significant losses. Personally and professionally, I know of 44 colleagues that have been affected. The National Speakers Association has set up a foundation to help get these experts back on line. In support of this venture, we will be donating $100 from every Titan Sales Boot Camp registration in October and November to this cause. To register, please go to www.ronkarr.com/bootcamp. You will be getting a world class sales educational/motivational experience while helping a few people affected by Katrina. We thank you for your support.

*************************************
How Is Your Scanner Working?

Here are three scenario’s. Figure out what the common denominator is in all three cases:

1) A client calls me in to help renogogiate an annual supply agreement. The negotiator representing the buyer is a bottom line, hard driving and curt individual. She claims they have found a new source for my customer’s product and if they don’t give a certain price discount, they will lose the business. We send out my client’s sales reps to all of the customer’s locations to conduct due diligence. In one of the plants, a sales rep trips over a box. The plant manager comes running and asks if he is alright. The sales rep says yes, and inquires what was in the box. The manager replied: “Oh, that piece of garbage”.

Turns out to be the competitive product the customer was claiming was up to spec. Armed with this knowledge, my client called the customers bluff and won the contract renewal!

2) Another client calls me in to help win a bid. At that time, they only had 25% of the customer’s business. They wanted 70%. I was looking at the Wall Street Journal one day and read an article where an oil company just signed a sole source agreement with my client’s customer at their largest plant. The sole source contract was for only that plant. I called my client and said if they got 100% of that plant alone, how much of the total business would that represent. It turns out to be 70%. We tweaked our strategy and went after a sole source agreement with the largest plant. They already have shown they sign these type of contracts if the deal is right. My client got the deal!

3) Traveling with a client to one of their customer’s, we are told there is no reason to switch a certain product line over to my client. Everything is fine. In further evaluation, we hear business is down. While the customer may be getting good product from the competitor, what they are not getting is a rebate that is sorely needed. My client belongs to a buying group and they are missing out on a rebate for all products purchased in that category by not buying it from my client. After mentioning this to the client, they are now open to re-evaluating the value proposition. End result, my client got the business!

In all of these three cases, my clients were told one thing, yet when we looked deeper into the situation, we uncovered information that at times contradicted what we were told. And that missing information proved to be the missing link that allowed my clients to get the business.

In scenario one, we were told our product was no longer better than the competition. Yet, after nearly breaking a leg, we found out the competitive product was still far behind in terms of quality and effectiveness. In case number two, we were told the customer does not sole source. Yet, we read in the paper how the biggest plant struck their own sole sourcing deal. This information helped change our strategy and get a deal that supported our original revenue goals. And, in scenario 3, a customer was truly not motivated to change vendors. Yet, when reminded of the money he was leaving on the table, this was not something he wanted to continue doing in the face of a weak business cycle.

Your ability to close more businss in less time is enhanced when your scanner is working at full speed. To make sure this is happening, you should constantly be asking yourself these three questions:

1. Are you reading between the lines of what your customers are saying?
2. Are you evaluating the customers environment for clues on how you can position your products and services in a way that will be perceived as valuable?
3. Are you reading publications and watching the news? Awareness of what’s going on in your industry is key to figuring out how you can acheive and maintain a leadership role in the sales of your products and services.

You just never know when your scanner may pick up some crucial information that will help you close your next deal.

Learn how to sharpen your scanner and get better results today http://ronkarr.com/bootcamp

*************************************
See Ron Karr in person by attending our next Titan Sales Boot Camps in October and November http://ronkarr.com/bootcamp Read our new program information and testimonials. Space is limited, so reserve your seat today!

TITAN SALES BOOT CAMP PRICES ARE GOING UP IN DECEMBER.

HOLDING A SALES MEETING WHERE YOU NEED A SPEAKER WHO CAN DRAMATICALLY IMPACT YOUR SALES RESULTS? Contact Ron Karr, A business sales expert with a riveting
message.

Bookmark this: