“It’s never too late, or in my case too early, to be whoever you want to be. There’s no time limit. Start whenever you want. You can change or stay the same. There are no rules to this thing. We can make the best or the worst of it. I hope you make the best of it. I hope you see things that startle you. I hope you feel things you never felt before. I hope you meet people who have a different point of view. I hope you live a life you’re proud of, and if you’re not, I hope you have the courage to start all over again.”

     Eric Roth
     From the Screenplay of
     The Curious Case of Benjamin Button 

In today’s economic turmoil, the question facing all sales executives is how they can close business when no one is buying. This reminds me of my first sales position when I was hired by Royal Business Machines in 1980 to sell copiers. They just came out with the Royal 115 Copier, their first plain paper, dry toner copier. It was a sleek machine producing fine quality prints at 15 pages per minute. During the interview process, a timeline was given to me for when the new models with added features, such as collating and stapling, were going to be released.

As luck would have it, the introduction of these models was severely delayed. How in the world was I going to meet my sales numbers by selling a slow copier that was incapable of meeting all of the needs of my customers? I needed a full line of copiers to sell. At least that’s what I thought.

Having only one type of copier to sell forced me to change my game. By “game”, I mean the conversation I was having with the customer. After being thrown out on my butt way too many times, I realized if I kept trying to sell one size copier to fit all needs, I was going to keep failing. I asked myself what was I really selling? When I got beyond the fact that I was selling a copier, I recognized that the real outcome I was selling was improved communications.

This one realization allowed me to start my conversations differently. Instead of asking about the features they were looking for (knowing that I could not satisfy most of them), I inquired about the challenges they were having with their current communications process. What would they change if they could? Of course, this question was asked in regard to the copying system they were using. The answer invariably was that it took too much time for a receptionist to walk to the third floor where the copier of all copiers was located. To make a single copy usually took around 20 minutes once you factored in the time for the walk and the side conversations that were held along the way.

This allowed me to position my slow but quality copier as the answer to their challenges. Why not place a Royal 115 copier on each floor to handle the small jobs? This will remove the challenge of wasting so much time to go to the third floor and drastically improve productivity. The end result was that I started to sell more machines. In fact, I was now selling multiple machines to each company vs. the one unit I would normally sell.

The key learning point is my sales started to increase when I stopped worrying about what I could not offer and started concentrating on my strengths. In today’s economy, it is tougher to make a sale. Instead of concentrating on why someone will not buy from you under these difficult circumstances, concentrate on why they need your products and services more than ever before. To do this, you need to elevate your conversation above the features and focus more on the outcomes.

Today, organizations and people need better outcomes. You can help provide those outcomes! What are you going to do to change your conversation and sell more in this down economy?

News Flash – The markets are in turmoil! Stocks are crashing! Credit is frozen! Everyone is cutting back on their spending! We are entering into a long recession! These are just some of the headlines all of us have been reading and let’s face it, they are depressing. While you can’t avoid the headlines, you certainly still do have control over your destiny. Yes, that’s right! You control your destiny, not the headlines. It’s all in how you think, look and act. Remember this, in every downturn, there are still people who are making money and succeeding because they are implementing three actions on a consistent basis. Are you?

1. Refuse to Play the Recession Game – Regardless of how low the market goes, you do have the power to believe that there is opportunity here or that everything is hopeless. This is the fundamental difference between people who succeed in down markets and those who are victims. To see the opportunity, you have to refuse to play the recession game. If you choose to play the recession game, your mindset is all about business being off and how no one is doing anything… there are no deals out there. If this is the mindset you are operating from, how could you possibly be open to the opportunities that are lurking behind every problem? It all starts with your mindset.

2. Remove the Emotion – Emotion is a very powerful feeling. If left unchecked, it will unleash certain actions on your part which are likely to create reactions that are not in your best interest. You can’t solve problems and move forward if you allow emotion to drive your actions. It prevents you from seeing things clearly.

Here is an example. A friend of mine is a Financial Services Advisor who handles high net worth clients. He called me the other day and shared with me a report he read saying that 90% of high net worth clients are looking for new financial advisors. I immediately stopped him and said he was making the wrong assumptions from this report. He was reading it from the point of view that some of his clients may be looking for a new advisor because of the market downturn. I explained to him that every advisor is losing money for their clients. What counts is how you guide clients through their anger, fear and develop strategies that are in the best interest of the client. As for the fear of losing clients, I told him I saw opportunity there. If 90% of high net worth clients are looking to go elsewhere, that means he has lots of new prospects to deal with. And when he gets them on board, he will be a hero to them because the market will turn and he will have a winning streak with his new clients.

Again, it is all in how you look at things. Your vision will be clouded if you do not step back from the emotion and see things for what they really are. When I was trained as an EMT, they told us the first and most important thing we had to do upon arrival was to gain control of the situation and calm everyone down. If people, including the patient, got too excited and everyone went off, we would lose the patient. In crisis management, the same holds true. If you are facing a significant loss in revenues because of what’s happening, first and foremost, calm down. Then see the situation for what it is and look deep inside, without emotion, to see the opportunities lurking in the background. They are there. You just have to be able to see them.

Remember this: Emotion stops you from doing the daily actions required to generate business and grow your accounts. It swallows you up in fear and pushes you into quicksand where you slide down the path of despair. You then become paralyzed and cannot pull yourself up to solid ground and start moving forward again. Emotion is one thing you do control. The markets and the headlines do not control your emotion. You have full control of your emotion. Don’t let your emotions get in the way of your success.

3. Skills Mastery and Acquisition – When times are great, people succeed in spite of themselves. Mistakes are usually hidden in the largess of the results. However, in times of market contraction, where there are fewer deals, business is slow, etc., mistakes are easier to see and can severely impact one’s results. It blows my mind how some companies and individuals immediately cut training and development when it comes time to rein in expenses. How on earth can they do that? If anything, these are the times people need to be at the top of their game. They need to have the right skills, make sure they are as sharp as a carving board knife and be motivated to withstand the rejection and obstacles they are surely going to face as they move forward in building their business.

In our next issue, I will share with you two stories on succeeding against all odds and the strategies that were employed. They are right out of my new book to be released in April.

Earlier this month, I had the pleasure of introducing Steve Forbes at the 2008 National Speakers Associa tion Convention in NYC. Putting politics aside, he emotionally grabbed everyone when he proclaimed this is not all doom and gloom. There is business out there, things will turn and hang in there.

I don’t know about you, but I am tired of hearing about all the gloom and doom of the economy. Yes, business is down! Yes, people are buying less! Yes, it is harder to make a sale in some markets! But remember, people are still buying!!!

There are simple strategies for how you can be the top producing sales person in your market today and in the future. It has more to do with the conversations you are having vs. your products.

Hi, my name is Ron Karr. We are taking our highly acclaimed Titan Sales Boot Camp and tweaking it so you too can generate great sales results in a tough market. Think about it, even with business being slow, people are still buying. The question is how do you get them to buy from you? Doing what you have done in a great economy will not work for you here. Phones are not ringing, orders are not flying in. But remember, people are still buying!!!

Join on us on October 20/21 and see how The Titan Principle® Selling Methodology will help you generate tremendous results, both in today’s tough market and in years to come.

This is risk free! We know your resources are tight. Sign up now and if for some reason you are not happy with the program the first day, see me by 5pm on the first day and he will refund all of your money. No questions asked! Why the first day? Simple! You need to see value immediately. If you don’t, why would you stay for a second day?

We are putting our money where our mouth is. Why? For one, you demand it. Secondly, we have generated over half a billion dollars in revenues for our clients. This process works! Lastly, we enjoy repeat business from over 85% of our clients.

This means we produce resul ts. Our clients are happy and they come back for more. Want testimonials, click here!

Don’t lose this chance to learn what corporations have paid tens of thousands of dollars. This is your last chance this year for a nominal investment to learn how to excel in sales during these challenging times.

But listen, seats are truly limited! I know, you think this is a sales gimmick. It is not!!! The reason seats are truly limited is because this program is highly interactive. Everyone gets personalized attention from yours truly. This means you walk out at the end armed with customized solutions to your issues. How cool is that? You will not be sitting with 400 + people. You won’t be sitting with 200+ people. This is not that type of program. Seats are limited for this one reason only. Sign Up Now!!!

The Date is Oct 20/21. The city is Houston, TX. The question is: Are you in or out?
Here’s a quote of mine you can use – “Sales is for the believers, not the naysayers”. Remember, people are still buying!!!! They might as well be buying from you. Take the first step and please join us. You won’t regret it.

Happy Labor Day!!!

Humbly,

Ron Karr and The Believers at Karr Associates, Inc!!!

P.S. – If you want to speak with directly on how this program will help you, call me at 201.666.7599. I am in the office through next week working on my new book which will be released by John Wiley & Sons next March. Keeping reading the Titan E Report to hear more about this exciting new book in the coming months!!!! SSSH – I will whisper the title just for you, ready? Lead, Sell or Get Out of the Way!!! It will rock your world!

Register Now

Sales Wisdom From Scott “The Piano Guy” Houston

Is there something you always wanted to do but have never gotten around to it and feel it may be too late?  For me, it was playing the piano. I always wanted to learn, but now figured I do not have the time nor the patience to go through several years of lessons to read music and learn the keys.  That is until Scott “The Piano Guy” Houston changed my mind.

I was in a Phoenix hotel room flipping through the channels when a PBS special on how to Play Piano in a Flash caught my attention. As I was watching Scott, he went on to say that his system would allow anyone to play the piano in no time at all.  Granted it was not going to be a classical concert,  but it would allow me to play the songs I know and have some fun.  And, to make it even more interesting, Scott said I could do it without having to learn to read music in the traditional sense.

You see, Scott understands his audience. He knows there is a huge portion of the population that wants to play piano but never learned, and is afraid to attempt the difficult task of learning how to read music.  His system allows people to read music and play chords in a very simplistic manner; a process that was so appealing to me that I purchased his entire package.

Better yet, I actually used his DVD’s, read his book and did in fact start playing some of the songs I wished I could play on the piano.  Forget about asking me to do it for you.  I am not ready for prime time.  But, I am ready to play for myself, achieve enjoyment and reduce some stress in my life.

What does this have to do with sales?  Everything.  If you look at this story, you see some really relevant lessons:

1.  Scott identified his market : the non-piano player who wants to learn something new in an easy manner.  He did not go after the learned players who took lessons when they were young.  Who is your market?  Are you reaching out to the people who you will best serve and who have an immediate need?
2.  Scott concentrated his sales pitch on the outcome : learning how to play piano in a flash.  It wasn’t the system he was selling.  It was the outcome.

3.  Once he got my attention with the outcome, he talked about all the fears and perceived obstacles residing in the minds of his prospect:  a piano sitting with dust in the corner, the inability to read notes, the desire to be able to play songs and enjoy one’s self, etc.   He simply addressed these issues head on and removed the obstacles his prospect was facing.

4.  Scott sold with the K.I.S.S. Method: You have heard this before, Keep It Simple Stupid.  Scott convinced me that it was simpler to learn the piano than I thought.  He made it very easy for me to get into the game and try his system.

5.  Scott sold hope:  No matter what you sell, all products and services provide a sense of hope for better results.  Even furniture polish— it can provide the outcome of a better shine and less effort.

6.  Scott portrayed passion:  He had the passion for helping people achieve their dreams and it made his pitch feel like a breath of fresh air – music to your ears!!!  Okay, I may be getting a little corny here, but you get my drift.

7.  Scott knew it was not about price:  Yes, he did bundle the book, DVD and other materials.  But in the end, Scott knew it was about the outcome, not the price.  That is why he did not talk about price until the end of the show.  When do you talk about price, in the beginning or at the end after you have created the value proposition?

Thank you, Scott, for these simple lessons.  If any of you want to learn to learn this system, go to www.scottthepianoguy.com .

When a customer says no to you, what do you think? Sales superstars know that real selling doesn’t even begin until the customer says no. If you don’t believe me, just ask Mike Evans and Steve Tolkach. Both Mike and Steve were honored by the Society of Industrial and Office Realtors (SIOR) this past January for their ability in not letting “no” get in the way of their success.

Mike Evans was honored for bringing in the largest sale by the local SIOR chapter, a $105 Million deal!!! The deal involved two properties side by side with owners who did not like each other and were uncooperative when either one wanted to sell. Mike didn’t let their poor relationship get in the way. He got to know each of the owners better and found out what really made them tick. He then found a third party that was willing to buy both properties together. Through his facilitation and persistence, both owners agreed and closed the deal. It would never have happened if Mike Evans stopped when each of the owners first told him no.

Next up is Steve Tolkach, who won the award for closing the largest dollar value lease by the same SIOR chapter. The client wanted to move and had a requirement that the new location could be no further than 35 miles from the NJ Turnpike to facilitate their shipping requirements. Steve showed them all kinds of properties within the 35 mile target zone, but none of them met all of the client’s needs. In the end, Steve recommended that the client stay right where they are, 70 miles from the turnpike. They agreed and signed the deal. Steve did a great job in showing his client how the current location was really the best suited for their needs and how moving to within 35 miles of the turnpike at all costs would have been detrimental to their business.

What are the key learning points?

1. When a customer says no, they are simply telling you that based on the present state of affairs, they are not willing to say yes to the risk involved. Simply find out what else is important to them and see if you can re-frame your value proposition.
2. Many times a customer has a perception of what is really important to them. They will often take an individual issue and blow it up out of proportion. Your job is to get that perception out on the table and see whether or not there are other important factors they should be considering. Often, their perceptions will change when they see the whole picture for what it really is.
3. If there weren’t any no’s in sales, you wouldn’t have a job. The sale starts when the customer first says no. If it was easier than that and the customer always said yes, your company would be able to sell everything on the internet and save on your commissions. Sales people get paid the big bucks for doing the hard work. There are no shortcuts. Just ask any superstar. It’s true whether you are in sports, politics, business or sales.

Remember: “No” is not a rejection. Simply find out what is missing for the customer and provide it. -there is no magic about it…it’s hard work that makes the change!. As you can see, it is possible to turn a no into a yes. Successful sales people do it all the time!

Congratulations to Michael Evans and Steve Tolkach!!!

The economy is bad. People are not buying. Business stinks and you can’t make a living these days. Do you believe that? If so, you need an attitude adjustment right now.

Remember this: As you sit there thinking about how bad things are, someone is buying something from your competitor. So stop thinking about how bad things are and make sure they are buying from you.

1. Stop thinking about how bad things are and call someone. Nothing happens without getting into conversation.
2. Remember that in every problem there is great opportunity. A down economy is full of opportunities.
3. Vendor loyalty is not as strong in a down economy. People need solutions. Give them a reason to switch.
4. Find out the challenges facing the person on the other side of the desk or phone.
5. Sell the outcome and not the feature.
6. Qualify your prospects better. Don’t waste time with people who have no need or for whom the timing is not right. A down economy only means there aren’t as many deals out there. But people are buying. You may have to work harder than before.
7. Strengthen your value proposition. In down markets, value propositions have to be stronger to get people to act.
8. Qualify your markets better. If you have the ability, sell to markets who are not affected by the downturn. If your market is effected, find and deal only with the people who appreciate what you have to offer.
9. Harden your soul. In down markets, the phone doesn’t ring as much. You have to be the rainmaker and uncover the opportunities. Rejection is often realized. Don’t let it stop you. Remember, you don’t get penalized for the no’s you receive in life. You only get rewarded for the yes’s.
10. Leverage all existing relationships and customers for referrals. Now is not the time to be shy.

Who is Lawrence Tynes?  If you are a football fan, you know it was Lawrence’s foot that kicked the Giants into the Super Bowl. Okay, it was a team effort.  But at the end of the day, in overtime on a frozen field in Green Bay, the destiny of the entire Giants team rested on Tyne’s foot.  Lawrence Tynes is not the first field goal kicker to put his team into a championship game.  So why are we making such a big deal out of this one kick?  Because of the two field goals he missed earlier in the game.

Lawrence had two chances in the fourth quarter to win the game but failed on each attempt.  After the second miss, tv coverage caught Coach Coughlin giving Tynes a look that could have frozen the self confidence of anyone standing in the way.  When it came to a 4th down decision and a 47 yard field attempt, Coach Coughlin looked to the side line to see if Tynes was up to the task.  Problem was he couldn’t find him.  Tynes was already on the field without being asked and warming up.  Coach Coughlin figured that was as a good a sign as any and sent the rest of the field goal unit onto the field.

What’s the bottom line to this story?  Lawrenece Tynes failed twice before he succeeded.  After the second attempt, he put it out of his mind and used the negative energy to motivate himself to do it right the next time.  By making the field goal, he proved that nobody cares how you did prior to the moment at hand.  All they care about is what you do today and in the future.  Tynes is remembered today for the great kick he made at the end of the game.  Not the two misses he had earlier.  Of course, if he missed a third time, the story would be different. 

The point is as long as you have today and tomorrow, you can always rewrite the books and build success.  Successful people fail more often than they succeed.  It is the successes we remember most.  If you don’t believe me, can you remember the teams in your favorite sport that came in second?  We tend to only remember the champions.  Learn from your mistakes and make today and tomorrow count.

As we look forward to celebrating Thanksgiving this Thursday, we should take time to reflect on our successes this year and the gaps we need to fill in order to increase our sales success next year.  When it comes to sales, there are 3 areas to look at which can produce immediate results.

1. Calling on the Right People—-So often, sales executives spend way too much time calling on people who either don’t have a legitimate need or the power to make a decision.  Since time is a limited commodity for all us, you should be dedicated to spending it only with people who value what you have to offer and can either make the decision or be influential in the decision process.  Sometimes, sales people call on the wrong people because they are not comfortable on calling higher level executives.  Or, they may just be calling on people whom they feel comfortable talking to regardless if there is a valid business opportunity available.  We do this for various reasons.  Take some time to think about this and see what causes you to spend time with people who are not empowered to help you reach your goals.  Identify the personal block you are facing in this area and commit to a set of actions to overcome these blocks.  The results will amaze you.
2. Having the Right Conversation—-Sales executives often limit their opportunities because they are playing small with their customers.  They are having conversations related strictly to product features vs. outcomes.  Outcomes focus on results the customer is after.  This type of conversation will often lead to additional opportunities.  Feature related conversations revolved around a limited set of products/services and often are commodity driven  Strive to elevate your conversations to a higher level playing field.  Doing so will create additional opportunities, revenues and commissions.
3. Ensure Enough Activity—- This is huge!!!  Sales Executives have great goals, yet their activity levels don’t often support the goals.  Weak pipelines lead to weak negotiating positions.  The best way to bolster one’s sales revenues is to increase their sales activities.  We are talking about impacts—how many times you are in front of your customers.  An impact can be a phone call, e-mail, newsletter, presentation, etc.  Sales are all about timing.  You need to have enough activity to support your sales goals.  You also need to have enough activity to be in front of the customer at the right time when a need arises.  Start asking yourself if your activities are strong enough to support your 2008 goals.  If not, what are the gaps and what do you need to do differently?