When Business Success
is Not Just Important - it is IMPERATIVE
Wednesday, January 30, 2008
Titan Principle® Sales E-Report
January 30, 2008
Publisher: Ron Karr
Contact: Ron Karr
E-Mail: ron@ronkarr.com Tel: 201.666.7599
To our subscribers:
Welcome to the Titan Principle Bi-Weekly e-Report, an electronic newsletter dedicated to building high performing sales cultures. To read prior issues, please go to www.ronkarr.net.
In This Issue:
10 Top Ways to Sell More in a Down Economy
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.
Here are my top ten tips for selling more in a down economy:
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Stop thinking about how bad things are and call someone. Nothing happens without getting into conversation.
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| 2. |
Remember that in every problem there is great opportunity. A down economy is full of opportunities.
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| 3. |
Vendor loyalty is not as strong in a down economy. People need solutions. Give them a reason to switch.
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| 4. |
Find out the challenges facing the person on the other side of the desk or phone.
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| 5. |
Sell the outcome and not the feature.
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| 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.
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| 7. |
Strengthen your value proposition. In down markets, value propositions have to be stronger to get people to act.
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| 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.
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| 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.
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| 10. |
Leverage all existing relationships and customers for referrals. Now is not the time to be shy.
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Supercharge Your Sales Results in Orlando
Tired of the winter blues? Want to re-energize your mind, body, spirit and SALES? Then don’t wait any longer. Sign up today for the Titan Sales Boot Camp on March 12/13 in sunny Orlando, Florida.
This is your opportunity to get the skills and strategies you need to reach your 2008 goals. While you are down in the Sunshine State of Florida, go see Mickey, play golf and visit Spring Training if you are a baseball fan. Mark your dates and more importantly, reserve your seat today!!!!!
Titan Motivational Moment
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.
Free Titan Electronic-Course
Want tips e-mailed to you on how to supercharge your sales? Sign up today for the electronic Titan Mini Course………It’s Free!!!!!!!!
Need Help With a Tough Negotiation?
When times get tough, everybody is fighting for the best terms possible. Sales executives have to be on top of their game and employ their points of power.
They need to realize the tactics that are being used and counter with effective measures. If you want to read more on how to strengthen your negotiation skills, get your copy of the E-Report on Winning Negotiation Strategies
Want to Sell More in Less Time Starting Now? Get The Titan Principle® Book and CD Audio Program Special. The book is free!!! Get it now!!!
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