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.

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October Titan Sales Boot Camp is closing!!! Don’t miss out! Reserve your seat now www.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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Creating Buzz to Supercharge Your Sales Results

So what’s the buzz all about? If you have a prospect asking you that question, that is music to your ears. Last week, a prospect told me how he could not wait to attend our Titan Sales Boot Camp in Chicago this coming January. He was referred by a very satisfied client. He was so enthusiastic by what my client had to say, he was even making me excited on the phone. He wound up committing to send 5 people to the program.

It should be your goal to get a call like this everyday; a prospect calling you because of the enthusiastic referral he received from someone else. The only way you will get these referrals is if you create the right buzz in the marketplace.

We have all heard the maxim of having to walk our talk. We not only have to walk our talk, but we must ensure that all of our actions support the sales message we are delivering to the world.

If you are selling a quality product, how is the quality of your service? A quality product with personal service that falls short of expectations nullifies the exceptional product quality. Recently, I had to engage legal counsel to handle a personal matter. The lawyer referred to me came with a great recommendation. During the process of seeing whether or not we would work
together, he asked me to speak to one of his specialists. During the phone interview, the woman was tentative, talked about how tired she was and tossed in a few other signals that took away from the polished image I had of the lawyer.

This was a classic case of where the words used, attitude displayed and actions taken did not support the quality image this very successful lawyer wanted the world to see. Grant you, this lawyer is still very successful. But in my eyes, I had to do everything I could to get past the other perception I was under as a result of this interview.

Take a look at what you are saying to your market. Here are some things you should consistently monitor to ensure you create the level of buzz required to supercharge your sales efforts. FYI, when we use the term message below, we are referring to your differentiating value!

1) Do your words support your message?
2) Do your actions support your message?
3) Is your follow-up strong enough to support your message?
4) Are you exceeding customer expectations?
5) Are you motivating customers to enthusiastically tell others about your products and services?
6) Are you selling from a customer focused mindset vs. a self focused mindset?
7) Are you having fun?

The last point is crucial. It is very hard to motivate others when you yourself are down and not thrilled with what you are doing. You need to have fun. Think about when you buy things—-is there any difference in buying things from someone who is motivated and having fun vs. someone just taking an order? You may buy things from the latter, but chances are the experience will not be memorable enough to motivate you to share it with others.

Sales is not just about getting the order today. It is about closing business and setting the stage for the next order. It is about creating a buzz that attracts prospects to you. It is about creating a momentum that leads to bigger and better results in a shorter period of time. It is about your customers being happy and shouting it out to the world.

And yes, it is about you being successful and happy. Create the right buzz and see the results it will have on your success.

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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/trainingtools/details/mem_cards.htm

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/repturl/bkrk.htm

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. Sign up today and save
money http://ronkarr.com/bootcamp.

Bookmark this:

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

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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
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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

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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.

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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

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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: