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:
*Inner Circle of Leadership Excellence is Launched *Titan Sales Boot Camp in Chicago Nearly Sold Out *Feature Article- The Do’s and Don’ts of Selling

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Personal invitations are going out to select sales executives to join a group of peers in the Inner Circle of Leadership Excellence. This group is limited to 10 participants who will explore best practices they can port to their business and create additional success. Each member will be from non-competing industries. If you are in a leadership position in your sales organization and would like to apply for membership, please contact Ron Karr directly at 201.666.7599. Membership for 2006 will be finalized in the next two weeks.
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FIRST TIME EVER— Titan Sales Boot Camp Comes to the Windy City of Chicago on January 10/11, 2006. 21 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 *************************************
The Do’s and Don’ts of Selling!
Two of New York’s metropolitan sports teams are giving all of us distinct lessons on the do’s and don’ts of selling.

The first scenario involves the New Jersey Nets. Always a step child to the Broadway based New York Knicks, the Nets have always had trouble drawing fans to the Continental Arena in the Meadowlands, even when they reached the NBA Finals two years in a row. Seeking to reverse his fortune, owner Bruce Ratner hired Brett Yormark as the President & CEO of Nets Sports and Entertainment. Coming off of a successful six year stint with NASCAR, Brett did what any successful sales executive would do, reach out to his best customers and leverage their relationships into additional business.

During this past summer, he called up the season ticket holders who were with the team for the longest period. He invited them to a party where the management team pitched an idea to host a barbeque at their house and invite 25 of their friends who would be prospects for purchasing season tickets. The Nets would sponsor the entire event. This means catering the affair and providing the star power—which included star players and senior management. Yes, even the owner Bruce Ratner attended most of these barbeques. According to Brett, they averaged closing $75k in sales at each event.

Now fast forward to Opening Night this fall. The Nets announced that for the first time in a very long time they have sold out the arena. There is a buzz around town and the media shows up. As half time approaches, there appeared to be thousands of empty seats. Yet the Nets were still claiming a sell out! The media wouldn’t let this sit as they felt misled by the reports of a sell out. The next day, Brett was the subject of intense interviews by various media outlets demanding an answer as to how they can claim a sell out when in fact they only had 14,000 (some claim it was even less) out of 19,000 show up. How do 5,000 people buy expensive tickets and not show up?

In the next scneario. Omar Minaya, GM of the NY Mets, made heads turn when he signed Pedro Martinez and Carlos Beltran last year. Fred Wilpon has opened up his wallet to attract key players who can not only perform but attract attention that will help sell their new television network which will debut in March 2006. The parade of stars continues as just this past week, Omar Minaya traded for Carlos Delgado and signed the free agent Billy Wagner. Now it obviously helps when you have an owner who wants to win, but it also helps when you have a GM who knows how to develop a strategy and put it into place.

In going after Billy Wagner, Omar and his team had to sell the player and his family on the merits of playing and living in New York. One week after the World Series, a team of Met executives visited Wagner and his family on his farm in Virginia. They presented a DVD that showed the best areas to live based on their lifestyle and the best school systems. Last week, the Wagner’s were treated to a two day whirlwind tour of NY where they looked at potential communities and school systems in Westchester & Connecticut, attended a Broadway play and were presented with a detailed plan on how the Mets are planning to become a championship franchise. Competition increased over the last week for Wagner’s services. An extra guaranteed year was added to the contract offer, plus an option year. The result—yesterday Wagner agreed to play for the Mets. Wagner was greatly impressed with the effort put forth by the Mets in recruiting him. He felt the sincerity and commitment of Omar Minaya, Fred Wilpon and the entire Mets Organization. And yes, the extra year(s) and money added to the offer did help. But, if the Mets failed in their recruiting efforts, would the money by itself have been enough to secure Wagner’s services? According to published reports, the whole package was important, including the effort.

So what does all this have to do with sales? Everything!!!
Lesson 1: Sales today is a team sport. The Nets proved it with their barbeques in having everyone from management to players participate. The Mets have also proved this with the team effort involving ownership, management and even players in helping to recruit top performers.

Lesson 2: Networking Pays. To see a team like the Nets leverage their loyal fan base and close additional season ticket contracts proves a couple of points: It is a good bet your current customers probably associate with others who are a match for your products and services. Think about how much easier it is to close business when you are referred to others vs. having to cold call.

Lesson 3: Above all else, integrity rules! No matter the effort, skill and attitude, if you lose your integrity, it is hard to win. Brett Yormark did everything right in attracting new fans. Yet this Herculean effort was greatly overshadowed by the trumped up press releases that the Nets sold out the arena on opening night. No matter what Brett offered in the interviews, he was ridiculed as trying to put something over the media and fans. As for the Mets, ask Pedro Martinez, Carlos Beltran, Carlos Delgado and Billy Wagner what most attracted them to the team. Money and terms are right up there. But they were also impressed with the sincerity and integrity of the man who led the sales effort, Omar Minaya.

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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://www.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

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TITAN SALES BOOT CAMP IN CHICAGO JAN 10/11, 2006.
Sign up today http://ronkarr.com/bootcamp.

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