Titan Principle E-Report
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://ronkarr.com/repturl/bkrk.htm here to schedule your date.
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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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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
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