November 13th, 2006
Publisher: Ron Karr
Contact : Ron Karr
E-Mail: ron@ronkarr.com Tel: 201.666.7599
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:

• Main Article: If You Believe It, They Will Too….
  
• Sales Tip: Whose Numbers Count the Most?
  
• Leadership Tip: Do as I Say….Not as I Do?

Main Article—If You Believe It, They Will Too……

One of the pre-requisites you need to sell successfully is the ability to believe in your product or service. Most people do. Then there are those who really believe in what they have to sell. What separates these two groups? Those who really believe are extremely passionate in what they do. Their passion is so great that they enter each new relationship with the conviction that their customer really needs what they have to offer. They truly believe that by not using their service, the customer is in danger of not reaching their goals. These sales reps are on a mission to convert the non-believers into believers. This passion is clearly evident in their words, actions and manners. It permeates everything they do and there is no way customers will not see this.

On the contrary, customers can just as easily perceive a lack of conviction on the part of sales reps. They too see this in their words, actions and manners. There is no way you can hide your passion, or lack there of. Here are the signs of passionate people:

1. They do whatever it takes to get the job done
2. They sell as much as possible and do not coast once they hit quota
3. They continuously hone their skills to increase their chances of success
4. Rejection does not stop them
5. They constantly prepare, plan and practice for the main event (sales call)
6. They look to conquer the world (sales territory) because they believe everyone
needs their product/service
7. They strive to continuously exceed expectations
8. They hold themselves accountable for their actions and promises
9. They operate with the theme that “failure is not an option”
10.They love what they do and do what they love

Tiki Barber, a premiere NFL running back for the NY Giants, is in the prime of his career. His contract says he will make several millions of dollars next year. Yet, even with all of that money and success, Tiki announced he is retiring from football at the end of this year . Football has taken a toll on his body and he no longer wants to put up with the punishing routine.

Several fans and pundits in the NY area criticized Tiki for making the announcement now and for retiring early. Why? He felt his passion fading and didn’t want to continue doing something that no longer seemed appealing. While some may agree that he should have announced his retirement at the end of the season and not interfere with the season, what is most important is the decision made by Tiki? He is not going to waste his time and the fans time/money by holding on to something even though the passion has waned. He knows that next season and in future seasons fans will notice the passion is no longer there and they will not be happy with the decrease in productivity.

For sales reps, passion is everything. Belief in a solution helps the sales executive talk from the heart; and that authenticity is readily evident. The right amount of passion helps offset any perceived lack of skills and experience. People buy and respond to passion.

Look at the 10 signs of passion listed above. If you are lacking in any area, see what you can do to get that passion back. In many cases, you can rekindle the flame of passion. If not, it may be time to move on. Either way, you won’t be able to fool your customers. They need to feel your passion for their proposed solution. Without it, it will be a long hill to climb in getting them to buy your product.

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If you want to make a dramatic impact on your end of year sales or supercharge your 2007 sales results, bring Ron Karr in to address the troops on sales, negotiation, and customer service and leadership. His programs are insightful, energetic and inspirational. They generate results. Call us now at 800.423.5277 or click http://www.ronkarr.com/contact.html here to schedule your date.

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Sales Tip – Who’s Numbers Count the Most?

Telling customers the results you have produced for others is critical to the sales process. They offer credibility and sound reason as to why someone should stop and talk with you. In most cases, these results are not enough to sell the customer! The results that are going to motivate a customer to buy are his results, not someone else’s. Therefore, it is imperative to talk with your customer and identify the results they are after. Ask how they are going to measure the results. Find out what their current results are and the difference becomes your opportunity to provide a value proposition.

In building the value proposition, use your customer’s numbers and extrapolate the results you anticipate your customer can expect from using your product and service. By having your customer provide their essential numbers such as usages, desired results, etc., they will be more apt to believe your story because it is based around the numbers they have provided you, not numbers you have inserted on your own. A customer cannot refute their own numbers.

Using your customer’s numbers will also get them involved in the development of the value proposition. Collaboration and believability are two critical components for getting a customer to say yes!
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Leadership Tip: Do As I Say, Not As I Do?

NY State Comptroller Alan Hevessi is on the verge of being charged for using state employees to chauffer his wife around town. The Reverend Ted Haggard has just resigned over alleged misconduct and acts he gave sermons against.

The news today is filled with dozens of examples of how people are asking others to do one thing and they themselves are doing the opposite. People don’t have patience for those who don’t believe in what they say. They know your real beliefs by how you live. As a population, we need to do more of “Do As I Say and Only Do as I Do”!!!

As human beings, it is not always easy to follow this theme on a consistent basis. We all have found ourselves doing certain things differently than the way we have preached others. Whatever the case may be, do whatever you can to check and see if your actions are in sync with your words. Your shareholders, employees, customers and suppliers demand this.

If you contradict your own words with wayward actions, why should anyone follow in your foot steps? To be an effective leader, people have to believe in you if they are going to follow you.

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Want help in supercharging your sales, negotiation and leadership skills? Call Ron Karr today at 800.423.5277. Customized coaching, consulting, seminars and keynotes available to help you achieve your results.

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Want all the answers on how to succeed in Win/Win Negotiations and how to respond to the most common negotiation tactics used by buyers today? Order your copy of our Special Report on Successful Negotiations Now by clicking here http://ronkarr.com/trainingtools/details/whitepaper.htm

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Never read the Titan Principle Book or listened to the Titan Principle CD Learning system? Get both of these long selling products for the price of one—today only. Click here http://ronkarr.com/trainingtools/special.htm

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Want quick ideas to easily review before walking into a customer’s office? Order your ten pack of Titan Memory Cards now by clicking here http://ronkarr.com/repturl/memcards-ql.htm

WE ARE ON A MISSION TO EDUCATE AND ELEVATE THE PROFESSIONALISM OF PEOPLE OF INFLUENCE. THIS INCLUDES SALES EXECUTIVES, ENTREPRENUERS, PROFESSIONAL SERVICE PROVIDERS, MANAGERS, ETC. IF YOU LIKED THIS E-REPORT, PLEASE RECOMMEND IT TO YOUR FRIENDS, COLLEAGUES AND ASSOCIATES. SIMPLY HAVE THEM GO TO WWW.RONKARR.COM, AND INSERT THEIR E-MAIL ADDRESS IN THE POP UP WINDOW. IT IS FREE. IT IS VALUABLE. THANK YOU FOR YOUR HELP.

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:

*Profit by Talking to Satisfied Customers!

*Stop Giving In Too Fast!!!

*Start Your Free Titan E Course Today!!!

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Profit by Talking to Satisfied Customers!

Did you ever notice that most of the time you are making sales calls, your customers are not in a hurry to switch vendors? They are basically satisfied and are not in a rush to do anything new. Many sales people find this to be a problem, yet these sales calls tend to provide the most profitable opportunities.

Marc Miller, in his book “Selling is Dead”, does a good job in explaining this. While his thesis is geared towards key account selling, I would suggest the same holds true for all sales relationships including customers who purchase items over a period of time.

Why are satisfied customers your best opportunities? To begin with, this is where you can get into conversations about the results they are after and the gaps that prevent them from getting there. By being the catalyst to uncovering new possibilities, you now gain the high ground as the trusted advisor who is bringing new ideas and solutions to the table.

When the customer buys into your proposal with a conceptual agreement, they now more than likely will skip the shopping phase and move into a conversation with you on implementation. At this point, you have the high ground and little or no competition. If for some reason the customer slips back into the shopping mode, then at least the specs of the customer purchase are designed around your solutions, which again puts you in the driver’s seat.

Marc explains the shopping phase as the ground where most of the dead deals reside. Everyone is competing over the same thing and in most cases, the differentiating issue revolves around price. In Bill Brooks book, “You Are Working Too Hard to Make the Sale”, they interviewed over 6,000 buyers and asked why they always beat salespeople up on price. The answer was simple. Put yourselves in our shoes. We see on average 6 sales people a day. They all try to impress us with their “unique” features. Yet, at the end of the day, it all sounds the same. Thinking we can get the same solution elsewhere, the only thing left to differentiate themselves is through price.

According to my two colleagues, you have a choice. Compete with everyone else and lose quite a few deals and gain little profit, or find opportunities where you can truly differentiate yourself with new ideas and solutions for problems the customer has not even thought about. True, most of us have to create a delicate balance here. However, if your sales calls do not include a good mix of customers who are currently satisfied yet do have challenges that require attention, then you are always going to be in a cat fight with price being a major issue most of the time.

Karr Associates, Inc. celebrates its 18th year in business this coming November. All of our client’s results have focused around changing their conversations and creating a value proposition that is considered second to none. These results include a 10 year $200 million negotiated supply agreement, as well hundreds of other outcomes sales people have achieved by simply changing their mindset and conversation. Even though many of these customers were ready to make a buying decision, my clients successfully changed the way they thought about the decision. They broke through their “satisfaction” mindsets and identified new opportunities and reasons for doing things differently.

A mindset shift for you to consider this week: When a customer says no thank you, we have everything we need, your mindset should be, great, but that is not what I am here about. I am here to discuss your goals and how we can fill any gaps you may have in reaching those goals. Or, if the customer says this is the way we always buy these products, your mindset should be, great, but that is not what I am here about. I am here to discuss strategies that are powerful enough to support your growth goals.

Remember, customers don’t perceive it as valuable talking to us about what they have already achieved. The value comes in discussing what they are trying to achieve now and in the future.

Satisfied Customers!!! Bring them on! There’s gold in those opportunities!!! Just ask the right questions!

Start Your Free Titan E Course Today and Learn How to Sell Satisfied Customers!!! Just send a blank e-mail to ron10-166621@autocontactor.com

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If you want to make a dramatic impact on your next meeting, bring Ron Karr in to address the troops on sales, negotiation, customer service and leadership. His programs are insightful, energetic and inspirational. They generate results. Call us now at 800.423.5277 or click here http://www.ronkarr.com/contact.html to schedule your date.
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Stop Giving In Too Fast!!!

Over and over again, I see sales executives wanting the deal so bad that they immediately give into requests and wind up giving away money and/or terms that they really did not have to part with in order to get the deal. They have become victimized by the various tactics and strategies buyers use to get gain compromises from sales executives (read more about this in our Special Report on Successful Negotiations by clicking here http://ronkarr.com/trainingtools/details/whitepaper.htm ).

There is one step you only have to use to help ensure you don’t give in too easily. It is called Grounding Yourself in Your Points of Power. What are Points of Power? These are areas where you bring strength to a negotiation where the customer needs you as much if not more than you need them. Here are some Points of Power you may bring to the negotiation table:

1. Demand exceeds supply
2. Time – customer needs solution yesterday
3. Knowledge – you have information your customer needs
4. Ability to take risk – you can afford to leave the deal if it does not make sense
5. Strategic relationship – customer needs a relationship with you for strategic positioning
6. Menu of alternatives – customer has options and power to decide on how to work with you
7. Expert – customer values your expertise
8. Perception – perception is reality. If customer perceives you to be the best and wants the best, why give concessions?
9. Inducements- example: Buy one now, get second one for free.

The above 9 Points of Power are examples of the power you may bring to a negotiation. You may even have a few more we did not add to the list. The bottom line is this: If you don’t ground yourself in all of the power and strength you bring to a negotiation before you start the meeting, then you will be susceptible to making concessions when the other side strong arms you into thinking are about to lose the deal. When you are grounded in your Points of Power, then you will likely respond in these situations with a renewed strength and spirit that will result in closing more deals with fewer concessions.

How long does it take ground yourself? It depends upon the negotiation. If it is really a big deal, you may spend a few hours and even days with colleagues preparing yourself. If it is an average deal, you may only spend a few moments as you are driving up to the customer’s location. However long you spend, just doing it can ensure you are not leaving money on the table that deserves to be in your pocket.

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Want all the answers on how to succeed in Win/Win Negotiations and how to respond to the most common negotiation tactics used by buyers today? Order your copy of our Special Report on Successful Negotiations Now by clicking here http://ronkarr.com/trainingtools/details/whitepaper.htm

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Never read the Titan Principle Book or listened to the Titan Principle CD Learning system? Get both of these long selling products for the price of one—today only. Click here http://ronkarr.com/trainingtools/special.htm

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Start Your Free Titan E Course Today!!! Sign up for Ron Karr’s Seven Master Secrets
of the Titan Principle® e Mini-Course. It is absolutely Free!!! Click here http://ronkarr.com/bootcamp/promo.html

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Want quick ideas to easily review before walking into a customer’s office? Order your ten pack of Titan
Memory Cards now by clicking here http://ronkarr.com/repturl/memcards-ql.htm

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Next TITAN SALES BOOT CAMP AT Newark Airport Marriott Oct 17/18, 2006. Sign up today http://ronkarr.com/bootcamp.

Karr Associates, Inc. Titan Principle Sales E-Report

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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 Vice President of Sales Speaks out on the Power of The Titan Sales Boot Camp!
• Feature Article- 3 Deadly Sins That Will Kill a Sales Career!

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Listen to what a Vice President of Sales has to say about how The Titan Sales Boot Camp has improved his company’s sales results. Click here to listen. http://audiopostcard-003.com/X.asp?3542381X1166

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Feature Article- 3 Deadly Sins That Will Kill a Sales Career!

As we get set to see the 2nd episode tonight of this season’s Apprentice, the first show was a phenomenal case study depicting three deadly sins that are sure to kill any sales executives career.

The first deadly sin is not making that extra sales call. Giving up too easily. Letting the last rejection dictate whether or not you are going to make one more call that could lead to a sale and put more money in your pocket. The project for this week involved using a blimp to sell Sam’s Club Small Business Memberships.

Summer, the Huntington Beach Restaurant Owner,volunteered to call fellow restaurant owners to solicit their interest and show up at the Sams’ Club Promotional event to sign up for a membership. The first call she made was a total bomb. It was definitely lacking a hook, something of interest to get the prospects attention. The call fell flat and she was rejected.

Know the feeling? Every sales superstar has been there and will continue to be there as we all know you can’t sell everyone. We all get rejected. However, what the superstars do is they don’t let one rejection stop them from making the next call. Summer did. She claimed they didn’t have a hook, so why waste any more time in making more calls. Why didn’t Summer create a strong enough hook? Why didn’t she make 100 calls until she found a hook that worked? Why didn’t she make 300 calls as we know a fraction of our calls lead to sales? As a restaurant owner, why did she not just talk peer to peer to the other owners? Her team lost the project by only 1 membership!!! As one of her frustrated team members said, one more call from you could have been the difference?

How about you? What would one more call in a given hour, a given day, a week, a month or a year mean for you? One more call could lead to the open door that holds the biggest deal of your career. You’ll never know unless you make that call. And for Pete’s sake, don’t let someone’s rejection stop you from making that call. It is your success and income we are talking about.

The second deadly sin is resting on your knowledge and intelligence and thinking that alone will get you deals. Tarek, Summer’s team leader, is a member of Mensa, the organization of individuals who boast high IQ’s. Donald Trump is very impressed by this and thus made Tarek the first team leader for his group. By the end of the show, the Donald was not impressed. Tarek displayed a cockiness that ticked off everyone and his leadership skills were lousy. Donald even told Tarek to his face that he was not impressed and disheartened enough to fire him…….

Which leads us to the third deadly sin, which is keep your mouth shut when you get the order. Too many people talk themselves out of the deal after they have closed it. Donald was going to fire Tarek when Summer, the person who everyone wanted to fire and who lamely gave up after one sales call rejection, decided to open her mouth. How stupid can she be? Someone else is going to take the hit and now she opens her mouth? Not only did she open her mouth, but what she had to say in defense of Tarek was weak at best. Summer was oblivious to what was going on. She was not listening to all of the signals and what was being said. She was so focused on saving herself that she tuned everybody else out and walked straight into the path of the firing squad, no pun intended. Donald himself chastised her for opening her mouth when she was about to escape the firing for this week. And she continued to talk!!! Which left Donald with no recourse but to say to her “You’re Fired”!

No matter what you think of Donald Trump or his show, you have to admit that when it comes to sales, the three lessons learned in the first episode are critical to one’s sales success. Don’t let rejection stop you from making that one extra call. Don’t rest on your laurels and think you can cruise. Cruising does not lead to sales success. When you close the order, shut up! Don’t talk yourself out of the deal.

Now, start the week right. Make that next call and go sell something!!!

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If you want to make a dramatic impact on your next meeting, bring Ron Karr in to address the troops on sales, negotiation, customer service and leadership. His programs are insightful, energetic and inspirational. They generate results. Call us now at 800.423.5277 or click http://www.ronkarr.com/contact.html here to schedule your date.

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Never read the Titan Principle Book or listened to the Titan Principle CD Learning system? Get both of these long selling products for the price of one—today only. Click here http://ronkarr.com/trainingtools/special.htm

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Want all the answers on how to succeed in Win/Win Negotiations and how to respond to the most common negotiation tactics used by buyers today? Order your copy of our Special Report on Successful Negotiations Now by clicking here http://ronkarr.com/trainingtools/details/whitepaper.htm

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Want quick ideas to easily review before walking into a customer’s office? Order your ten pack of Titan Memory Cards now by clicking here http://ronkarr.com/repturl/memcards-ql.htm

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TITAN SALES BOOT CAMP IN Dallas March 14/15, 2006.

Sign up today http://ronkarr.com/bootcamp.

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Ron Karr Karr Associates, Inc. 372 Kinderkamack Rd. Westwood, NJ 07675 Tel: 800.423.5277 201.666.7599 Fax: 201.666.7539

In This Issue:

• Titan Sales Boot Camp in Dallas March 14/15 2006! sIGN UP TODAY!
• Feature Article- How a Tough Negotiation Put a Radio Staton on the Map

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Listen to our new audio message regarding our next Titan Sales Boot Camp in Dallas on March 14/15 by clicking on this link http://audiopostcard-003.com/X.asp?3542381X1166
Time is running out. Only 12 seats left. Listen now!

Sign up Now by Clicking Here http://ronkarr.com/bootcamp

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How a Tough Negotiation Put a Radio Station on the Map

Last week, we visisted with entrepreneur Al Parinello and learned how he built his fledgling radio station into a successful enterprise surrounded by successful businesses offering related services. This strategy would never have worked if Al did not make the radio station a destination for radio listeners to come to. The station had to be more of a draw if it had any chance of becoming profitable.

In evaluating the market, Al realized that being in Atlantic City, he was sandwiched in between the Philadelphia and NYC markets. Even though Atlantic City is very close to Philadelphia, it was the one place where the Howard Stern show did not have coverage. Finding this a bit strange, Al commissioned surveys that backed up his assumptions.

Al immediately picked up the phone and called the Howard Stern Show. He was told that it would probably not work because there would be push back from Philadephia and NYC. If he could get both of those markets to agree, they would entertain the idea of giving his station a license. Agreements were made and now came the time to negotiate with Howard’

Before going any further, you must realize that Al built a slew of successful businesses by negotiating deals that were fair and profitable. After trying to get Howard’s agent on the phone for a few days, the agent returns the call and leaves an abrupt voice mail message, saying he had no idea what Al wanted, but if he wanted to talk, call back.

When Al called back, he asked the agent about the terms and conditions. The agent abruptly blurted out “there is no negotiation here! I win, you lose! What is so hard to understand about that?” Floored, Al again started to ask some questions to which the agent interrupted again and told him to stop wasting his time and call back when he was serious. There is no negotiation. Simply accept our terms and conditions, or call someone else. And then the phone went dead. He hung up on Al!

In all of his years negotiating deals, Al has never run into this abrupt behavior which basically shut down the entire conversation. The agent clearly was employing a tactic in which he was going to define the rules of the negotiation, for which there was no negotiation (no pun intended). As the emotion started to filter through Al, he wanted to call back the agent tell him off! However, common sense started to filter into Al’s thinking and he knew that the Howard Stern Show would literally catapult his radio station to the top of the market in a short period of time, let alone the siginigicant increase in ad sales he would see immediately. After sleeping on the situation, Al woke up and knew what he had to do.

He called the agent back, who by the way, was in a totally different frame of mind. The agent was now jovial, kinder and more receptive to Al. The agent knew that if Al called back, he succeeded in setting the terms for the negotiation and it was now time to do the deal. Within 45 minutes of that phone call, papers were faxed back and forth and a deal was struck.

A high risk deal! A deal that required a significant six figure investment up front that would double if certain market parameters were met. If the Howard Stern show increased Al’s Market share by x, he would pay a license double the amount of the entry fee. Needless to say, Al paid the higher amount with a smile because of the results he saw in market share and ad revenues. It was a huge success. The Stern Show became the highest rated show on any station at any time in the market. Al was able to sell the station for about 20 times what he paid for it.

Would it have been a big success if Al let his emotion get in the way at the beginning of the negotiation? People often employ hard ball tactics to set boundaries and rules for the game. You have to evaluate the best way to respond. Sometimes, you may be best served to walk away and set your own rules. You can’t do this if you don’t have other business to fall back on. Al couldn’t do this because he knew the Howard Stern Show was the one thing that would immediately change his business fortunes. In cases like this, it’s okay to do what it takes, as long as you never take your sights off of the overall goal.

The key lesson here is never negotiate the battle. Always make sure you are poised to win the war. Taking a hill simply for the sake of showing someone they cannot take advantage of you is not wise if in fact you lose the war. Emotion in a negotiation is dangerous. For the person employing the tactic, emotion is a great tool! For the person responding, you must remove the emotion and see everything for what it really is. Otherwise, emotion will cloud your judgement and lead to bad deals.

Thanks Al for this wonderful lesson. Question Al: What’s the next trick up your sleeve now that Howard Stern has moved to satellite radio? Oh, that’s right! You sold the station just in time. That’s another lesson: Knowing when to hold and when to fold.

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If you want to make a dramatic impact on your next meeting, bring Ron Karr in to address the troops on sales, negotiation, customer service and leadership. His programs are insightful, energetic and inspirational. They generate results. Call us now at 800.423.5277 or click http://www.ronkarr.com/contact.html here to schedule your date.

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Never read the Titan Principle Book or listened to the Titan Principle CD Learning system? Get both of these long selling products for the price of one—today only. Click here http://ronkarr.com/trainingtools/special.htm

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Want all the answers on how to succeed in Win/Win Negotiations and how to respond to the most common negotiation tactics used by buyers today? Order your copy of our Special Report on Successful Negotiations Now by clicking here http://ronkarr.com/trainingtools/details/whitepaper.htm

In This Issue:

• Titan Sales Boot Camp in Dallas March 14/15 2006! sIGN UP TODAY!
• Feature Article- What’s The Best Way to Grow Revenues—Vertically or Horizontally?
• Living vs. Creating a Legacy

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MAKE SURE 2006 GENERATES RECORD REVENUIES! LEARN HOW TO SELL MORE IN LESS TIME AT HIGHER PROFIt! Titan Sales Boot Camp in Dallas on March 14/15, 2006. Act now and reserve your seat today!!! http://ronkarr.com/bootcamp or CALL US AT 800.423.5277.

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What’s The Best Way to Grow Revenues—Vertically or Horizontally?

For the next two issues of this report, we are going to tell two stories involving a friend and colleague, Al Parinello. This week, we will look at how he built a successful business around a radio station. Next issue, how he successfully negotiated the rights for the Howard Stern radio show which catapulted his station to the top of the ratings.

When Al bought his radio station in Atlantic City over a decade ago, it was losing money. Costs far outweighed advertising revenue. As Al found ways to sell more advertising, he realized one thing. Every radio station was making the same mistake. They all were trying to grow their business horizontally, by constantly increasing advertising revenues. His dilemma was, how far can a radio station increase its advertising revenues when there is only so much advertising dollars to be spent in a given market? Yes, you can succeed in building a better product and gaining a greater share of the pie, which he did. But eventually, you are going to hit a plateau where you can only increase revenues in one area so far.

This is where Al deviated from the competition and struck gold. He decided instead of playing the highly competitive horizontal revenue game, he would concentrate on growing his business vertically. This means reaching out to the market with other products and services that could be easily leveraged through the radio station.

For example, many of Al’s advertising clients were struggling to find ways to succeed on the internet. Hence, he started and built a highly successful web company that not only hosts his clients web sites, but creates them as well. Now, he can help a client advertise their service and products on the airwaves as well as succeed in advertising on the internet.

Another example came from the promotion business. What better arena to promote concerts than through a radio station? But advertising costs money, doesn’t it? Not as much if you owned the radio station. Thus, Al started a production/promotion company that brought popular concerts to Atlantic City. The radio station won because it became one of the sponsors and helped attract new listeners, which turned into extra dadvertising dollars. The production company won because it leverage an extremely low cost venue for advertising and selling out its events. Eventually, Atlantic City caught up with Al and some of the new casinos started producing their own concerts. Did that stop Al? Not at all! He simply adapted to the changing market and now uses his production company to produce broadway plays in Atlantic City.

As you know, I am a great proponent of increasing revenues from existing clients. You should definitely be selling as much of the current products you are providing your customers. You should also be doing an excellent job of cross-selling all of your products and services into your existing and future customer base. As Al has proven to us, cross-selling provides an opportunity to uncover new revenue opportunities, help strengthen your overall brand and capture revenue dollars that should be sitting in your pocket instead of the competitor’s bank account.

One of the most competitive offerings you can provide your customers with is the unique mix of products and services you have to offer. Always take advantage of selling everything you have to offer. The Magic to Your Success Lies in the Mix of Everything You Have to Offer!

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Living vs. Creating a Legacy

As some of you know, the past few months have been rather difficult in terms of family illnesses. The reason you have not read an e-report during the past couple of weeks is due to the recent passing of my father’n'law, Norman Roth. This past week was spent with the family attending his funeral and visiting with people who came to pay their respects. As Norm’s son’n'law, I got to see first hand how courageous an individual he was. At age 15, when his father past away, he immediately went to work to provide for his family. He never stopped doing that for the next 62 years as he built and eventually sold a very successful dry cleaning business. Along the way, he counseled many people on what it took to succeed. He was compassionate to the point where he continuously gave employees several chances to prove themselves, even after they may have done him some wrong. He never spoke ill will of anyone and always gave his time, energy and knowledge to anyone interested in getting a helping hand. He was there not only for his employees, but friends and family alike.

How do you know he made an impact? You know it from the countless stories told over and over by mouners paying their respects. 250 people showed up at the funeral! Over 100 cars took part in the funeral procession. Dozens of stories were told during the week of how people claim they owe their success to Norm. As family, we knew he was a phenomenal person. Yet, we were all stunned to witness the outpouring of gratitude, appreciation and love for Norman.

Which brings me to a great lesson of life. Norman would not have had these tremendous impacts on other people’s lives if he was not living his legacy. All too often I hear people talking about creating and leaving behind a legacy. How about living your legacy while you have the opportunity! Living a legacy creates impact now and guarantees a future in which people will be inspired and enriched by your good deeds. As the famous Nike line states, “Just Do It”. Norm, thank you for reminding me there is no better day than today to start living my legacy. You will be missed!

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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

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.

In This Issue:

Titan Sales Boot Camp in Chicago NEXT WEEK! sIGN UP TODAY!
Feature Article- The 2006 Clock is Now Ticking—Are you Off and Running?

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LAST CHANCE— START THE NEW YEAR OFF RIGHT BY LEARNING HOW TO SELL MORE IN LESS TIME AT HIGHER PROFIt! Titan Sales Boot Camp in Chicago on January 10/11, 2006. ONLY TWO DAYS LEFT TO SIGN UP! Act now and reserve your seat today!!! http://ronkarr.com/bootcamp or CALL US AT 800.423.5277.

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The 2006 Clock is Now Ticking—Are You off and Running?

As you read this article, understand one thing. The official clock for 2006 has already begun to tick and whatever time has already gone by, you will not be able to recapture it again. It is lost for good. Stop wasting time and start doing things that will provide the results you are looking for in 2006. To start the year off, we are going to visit a few ideas you may or may not have heard in the past. Even though you may have heard these things already, you may want to think about them again so you can live your dream and achieve your goals.

1. You can’t expect different results if you keep doing the same things over and over again. Want the same results as last year, don’t do anything different. If you want different results, what are you going to do differently? In terms of sales, are you going to make more calls, network more efficiently, sell more to existing accounts, learn how to sell better, learn how to increase your value and reduce the amount of discounting? What things are you committed to working on that will produce different results?

2. Measure your accountability! I have taken the liberty of putting two rules together into one sentence. We all have heard about measuring our results and being accountable. Why not measure your accountability. All this means is deciding what you will hold yourself accountable to and measuring whether or not you are living up to the promises you have made to yourself. You should figure out in the shortest time frame possible if you are living up to your expectations. If you are not, you have more time to make up the difference. As the Steve Miller Band says, “time is a-wasting”.

3. 2400 Minutes! If you increase your efficiency by only 10 minutes a day, you will gain 2400 minutes in a year (based on 5 days a week, 48 weeks). That equals an extra 40 hours. How many more customers can you see and how many more sales can you close with an extra 40 hours? Identify the time wasters you are dealing with and see if you can squeeze out 10 minutes a day. You probably can squeeze out a lot more. Again, it’s all about doing things differently.

4. Self Focused vs. Customer Focused. This is big. If you concentrate on making sure all of your conversations are customer focused vs. self focused, you will notice a dramatic increase in sales immediately. Instead of talking about features, talk about outcomes. Forget about what you think; find out what the customer thinks. Who cares how much value you believe you have to offer. Find out what the customer values and if he thinks you have what he needs. Stop talking too much and listen more—a lot more. And, when you do listen, stop assuming you know what the customer means. Ask clarifying questions and really do figure out what it is they are saying. Walk a day in your customer’s shoes and you will sell a lot more.

5. Lemonade is great! Remember, we are all going to run into lemons along the way. The taste is going to be sour and it can definitely affect our outlook and mood. You have the power within on how to deal with the taste. You can be sour or you can turn it into a refreshing drink. It’s not what happens to you; it’s what you about it. Funny how these old sayings are so true and if we only give them a second thought, they can really make a difference in our success.

6. Plan, Plan, Plan. Selling is not a game of accidents. Sometimes, you can get a sale out of no where, but don’t get fooled into thinking that’s how you are going to get most of your sales. Sales are a result of pro-active thinking and planning. You first start with the end in mind, then figure out how you are going to get there. It is amazing how many of us go into sales without the proper amount of planning, thereby reducing the chances of closing the sale. When you see the customer, the curtain is up and it’s show time. These meetings are too valuable to screw up. How many times do wish you had the opportunity of getting your customers attention? Once you have it, do everything in your power to make it a successful event. You never know if you are going to get a second try at it.

7. Work Smart! You should work smart and you should work hard. There is no replacement for being lazy. There are tremendous rewards for working hard and smart. This does not mean working 20 hour days. It means working more efficiently. Seeing more customers during the day since this is when sales are closed. Learning how to do things better so you can stop wasting time. If it takes you 5 calls to close a sale, learn how to close it in 4 calls. What will that extra time mean to you?

In case you haven’t figured it out, the 7 ideas above all have to do with you, not your products or services. It’s all about you—-living the life you dream about and not having regrets when the clock stops ticking. Start doing what you have already learned. Add to that new ideas and continue to build your core competencies. In return, you will see immediate and dramatic results.

Best wishes for a Successful 2006!

---

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

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.

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

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

*************************************
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.
*************************************

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.

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

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.

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

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

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?

*************************************
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!
*************************************
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
*************************************

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!!!
*************************************

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

Karr Associates, Inc.

Titan Principle Sales E-Report

Helping Organizations and Individuals Sell More in Less Time!!!

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

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

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

Last Titan Sales Boot Camp for 2005! Only a few seats left! 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

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

The Ultimate Secret of Sales Growth!!!!!

Admit it, you are searching for that magic pill on what it will take to achieve exponential growth in sales revenues. Well, hold onto to your seat, because here is the panacea you have been waiting for. It is called assumptions.

I am convinced that 90% of all sales executives and people of influence take the assumption pill on a daily basis. They let their assumptions control how they think, what they do, how they act and the results they achieve.

As an example, I traveled last week with a sales exec to one of his customer’s location. This sales executive is a hard working individual who is successful and will become even more successful as he continues down his growth path. When we arrived at the customer site, we walked into a warehouse and saw a huge amount of competitive product on the floor. I found out this product came in raw and still had to be shipped out to be finished at another vendor site. My question to the sales executive was, don’t you provide a finished product that can eliminate all these extra steps and costs? The answer was yes, but the customer did not want to listen.

We walked into the buyer’s office and I immediately started questioning thebuyer on his perceived challenges in dealing with the situation. He rattled off a number of issues associated with the problem, including losing 10% in salesrevenues because the tedious process often breaks down and he can’t ship productwhen his customer needs it. After having the buyer calculate the total cost ofthis problem in terms of lost business, reduced customer satisfaction,
actualcosts, etc., I offered a solution on how we can eliminate most of the steps andbring in one product. The buyer said you cannot supply my huge demand. I said,maybe we can, maybe we can’t. But would it still be worthwhile if we can supply50% and eliminate half of your problem. His answer was a resounding yes.

That afternoon, the salesperson and I called his boss and explained the enormityof the deal. His boss became creative and told us if we can bring in the wholedeal, he could guarantee the entire supply between two quality like products. Wewent back to the customer the very next morning and got a verbal agreement tosupply this product. The deal is worth well over $300k per year. It was sittingright under our nose. But the only reason it wasn’t closed before was because welet our assumptions get in the way of being creative.

To begin with, the salesperson thought the customer would not be interestedbecause he has asked before and been rejected. Maybe so. But, timing in life iseverything. We happened to catch the buyer when he was have a migraine headacheover the issue. You have to keep pushing even if you were turned down oncebefore.

In the past, the customer called asking for availability of one product.Sometimes, the call came in when that particular product was backlogged. Byelevating this issue beyond one product and generating an opportunity that wasexponentially larger in scope, we were able to eliminate the potential ofbacklogs by combining two quality like products that meet the customers spec. People tend to get more creative when the stakes are greater vs. over a smallorder.

In his new book, “Often Wrong, Never in Doubt”, advertising guru Donnie Deutschtells a story about seeing a few of his creative talent flipping through booksdisplaying ads that won certain awards. He told them to close those booksimmediately. He says those ads already won. Why would you want to developcampaigns that are similar to other people’s work? You need to start with a fresh piece of paper, find out what’s keepingyour customers up at night, and create a new solution based on that feedback.But the paper must be clean so your vision and creativity is not clouded by yourassumptions of what you think the solution should be.

To access your creative juices and increase revenues with existing clients aswell as open new business, here are a few ideas you should be implementing on adaily basis:

1) Never assume anything! We know the word assume means making an ass out of you and me (ass-u-me). Let me take this one step further. Keep assuming things andyou are letting your competition take your money and deposit it in their bankaccounts.

2) Don’t assume they are not interested! When you see the same problem over andover, keep looking for ways to solve it. Just remember, if your tried it one waybefore and it did not work, you either need to come up with a different way ofproposing your solution or coming up with an entirely new solution.

3) Ask what your customers want! You can use this question: If you achieved the ultimate success with this situation, what would that success look like to you?

4) Never, ever, give up! 90% of the time there is a potential solution. You just need to be open to finding it. It won’t become clear to you if your assumptionsare standing in your way.

Want to hone your problem solving skills? click here: http://ronkarr.com/bootcamp

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

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/bootcamp

Learn the latest tactics and strategies for powerful negotiations! 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

See Ron Karr in person by attending our next Titan Sales Boot Camps in 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

Karr Associates, Inc.

Titan Principle Sales E-Report

Helping Organizations and Individuals Sell More in Less Time!!!

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

To our subscribers: Welcome to Weekly Titan Principle® E Series, an electronic
newsletter dedicated to building high performing sales cultures.

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

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

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

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.

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

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/contact.html

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