Visualizing Success
What does “visualizing” mean in Karr’s approach to sales?
Envisioning success and clearly seeing the desired outcome before it happens
What is “positioning” according to Karr?
How customers perceive your value compared to others.
Why are alliances important in sales?
They create trust and collaboration with both clients and internal teams.
What makes a sales question “great” according to Karr?
It digs deeper to uncover real customer needs and motivations.
What does it mean to “create value” in sales according to Karr?
Helping customers see measurable benefits and improvements from your solution.
Why is visualizing important for sales professionals?
It helps them stay motivated, confident, and focused on their goals.
Why is positioning yourself as a trusted advisor better than a typical salesperson?
It builds credibility and long-term customer relationships.
What two traits are essential for strong alliances?
Trust and shared goals.
How do good questions help position you in a sales conversation?
They make you a consultant, not just a seller.
Why is accountability an important part of creating value?
Because following through on promises builds trust and proves reliability.
What does Karr suggest happens when you can’t visualize your goals?
You lose direction and struggle to inspire others to believe in your vision.
What happens if you fail to position your value clearly?
You risk being viewed as a replaceable or “commodity” salesperson.
How do internal alliances impact customer relationships?
They help ensure promises are kept and customer needs are met effectively.
What happens when you ask too many surface-level or leading questions?
You miss real insights and lose the customer’s trust.
What does Karr say true accountability looks like?
Taking ownership for outcomes, not blaming others or circumstances.