Titan Principle E-Report

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

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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

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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

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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
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