Karr Associates, Inc.
Titan Principle Sales E-Report
Helping Organizations and Individuals Sell More in Less Time!!!

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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
In This Issue:

*A Special Thanksgiving Wish
*Titan Sales Boot Camp Comes to Chicago
*Feature Article- Is Your Message Interesting?

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A SPECIAL THANKSGIVING WISH—

As Thanksgiving approaches this week, it is important to remember and appreciate
all of the things we should be grateful for.

As sales executives and leaders of influence in our communities, we have a lot
to be thankful for. First, we give thanks to all those who have helped us overcome challenges and provide assistance where needed. We give thanks to all those who have taken our ideas and put them to good use and positively impacting the lives of others. We give thanks to all of the clients who have put their faith in us and provided us with the opportunity of serving them.

And finally we give thanks for everything we have and for the opportunity of gathering on this special day with those who are important to us and for the bounty we are about to enjoy.

Best wishes to you and yours for a Happy and Safe Thanksgiving!
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FIRST TIME EVER— Titan Sales Boot Camp Comes to the Windy City of Chicago. In response to demand from our clients, we are pleased to offer the Titan Sales Boot Camp in Chicago on January 10/11, 2006. 16 Seats have already been sold and there are only a few seats left. Act now and reserve your seat today!!! http://ronkarr.com/bootcamp

Listen to what one client had to say:

“I have taken seminars in the past, but never seen it in the context that he (Ron Karr) delivers. I am putting some of what I learned to work and can see a difference.”

Tim Ivey Sr. Dist. Sales Mgr- Northeast Hayward Pool Products
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Is Your Message Interesting?

If you were to call my office today (201.666.7599) and get my voice mail, you would hear a message that says: “If you leave an interesting message, your call would be returned shortly”. I created this message on the spur of the moment in early October and have left it on due to the incredible response.

It is incredible what you get when you ask people to be interesting. I have broken down the responses into two groups of people:
* The Self Doubters- these are the people who start their message by
saying I hope this is interesting enough for you to return my call. One person even
went so far to say if I don’t hear from you, I guess I was not interesting
enough.

* The Creative- One caller started out by saying “I hope this is interesting enough” and proceeded to leave his entire message in Spanish. He did get a return call.

Now think about this…out of every message I returned, 95% of the people started the message by talking about my request to be interesting. Including clients! It is amazing what happens when you ask people to do things. They actually respond. It is the same concept of asking your customers to do things.

Here is short list of things you should be asking your customers to do:

1) Ask them to tell you about their goals, fears, needs and desires.
Without this information, how do you know what to talk about? You want to talk about things that are relevant to them.

2) Ask them to paint a clear picture of what is missing for them and what they would view as being valuable enough to accept your value proposition.

3) Ask them for their perception of what the consequences and impacts are if they do not accept your solution and address the problems you have just discussed.

4) Ask them for a commitment! What should the next step should be? Every
sales call (includes phone calls, mailers and on-site meetings) should end with a commitment by both sides as to what the next step should be and their commitment to implementing the next step.

Before you ask these questions, there is one very important question you must ask yourself before you even talk with the customer. The question is: What commitment do I want to receive from the customer at the end of the call? Is it an order? If so, how much business are you looking for? Is it a commitment to evaluate your products or services? Is it a commitment to arrange a meeting with other decision makers? Whatever it is, you must have this commitment clear in your mind. As with goals, if you don’t know where you are heading, then all roads will lead you there.

Finally, the story of my voice mail proves this last point to be a universal truth: When you ask a question, people will automatically go into a thinking mode and try to come up with an answer. At this point, they are no longer thinking about what you are trying to sell. If the question is customer focused, they are thinking about where they are trying to get to.

When you get a customer into this frame of mind, you now have a fully involved customer who is willing to collaborate with you and come up with an answer of what’s best for them. When they help develop the solution, they have already bought into your value proposition. It is a lot easier closing deals with customers who are jointly developing the answers to their problems vs. when you are the only one talking.

So, next time when you leave a voice mail message or engage a customer in a sales call, ask yourself, are you interesting enough for a customer to respond?

You become more interesting when you act in a customer focused mindset vs. a self focused mindset.

Happy Thanksgiving!!!
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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 http://ronkarr.com/contact.html
Are you getting ready for a tough or important negotiation? Get our White Paper on Successful Negotiations Now

http://ronkarr.com/trainingtools/details/whitepaper.htm
Want quick ideas in your shirt pocket you can refer to before walking into a customer’s office? Order your ten pack of Titan Memory Cards now

http://ronkarr.com/repturl/memcards-ql.htm
TITAN SALES BOOT CAMP IN CHICAGO JAN 10/11, 2006. Sign up today

http://ronkarr.com/bootcamp

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