Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
Description and Reviews
From The Publisher:
In today's sales world there's no room for followers. But there's plenty of room for leaders. Competition is intense, and if you don't take a leadership role in producing results for your clients, someone else will. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas.
"Karr's book, Lead, Sell, or Get Out of the Way, illustrates what we believe: that knowing your customers' needs is the single most important factor in building sales. Business starts with the sale. To make profitable sales, you need to understand your customer and create a timely value proposition. This book shows you how to do both."
Send us your favorite quotes or passages from this book.
• "Your job is to manage multiple constituencies and alliances, and to use those alliances to identify new and better ways of generating the desired results. Your job is to do what most salespeople don’t do: lead the conversation with your prospects and customers about the results they need, the problems they have, and the obstacles they face." Pg. 5
About the Author
Ron Karr is a popular public speaker and in-demand business consultant known internationally as a business development expert. As President of Karr Associates, Inc., he specializes in helping organizations and professionals generate remarkable sales and operational results. His client list includes such companies as Agfa, Morgan Stanley, MetLife, Wright Medical, and UPS.
Table of Contents
Introduction. Lead, Sell, or Get Out of the Way.
You can sell from a leadership position, or you can make room for the competition. The choice is yours! By following the SALES LEADERSHIP system in this book, you will sell more in less time, and move your career to a new level.
Chapter One. The Case for Leadership
Why “Lone Ranger” selling doesn't do the job anymore; what does; why you can make much more money through the efforts of others than you ever could solely through your own efforts.
Chapter Two. The Seven Traits.
The key attributes that distinguish sales leaders from everyone else. A preview of the LEAD, SELL, OR GET OUT OF THE WAY system that follows.
Chapter Three. Visualizing
The first sales leadership trait. Sales leaders look to the future, dare to challenge the status quo, and set the agenda based on their vision and their plan.
Chapter Four. Positioning.
The second sales leadership trait. Sales leaders manage first impressions strategically.
Chapter Five. Building Alliances.
The third sales leadership trait. Sales leaders build and support mutually beneficial relationships in both the selling organization and the buying organization.
Chapter Six. Asking Good Questions.
The fourth sales leadership trait. Sales leaders establish themselves as trusted advisors by asking the right questions at the right time.
Chapter Seven. Creating Powerful Value Propositions.
The fifth sales leadership trait. Sales leaders make the case for action based on a stark assessment of the true costs of inaction.
Chapter Eight.Communicating Persuasively.
The sixth sales leadership trait. When they communicate their value, sales leaders engage their audiences, land the most important points on a personal level, and win allies who share their vision of the future.
Chapter Nine. Holding Yourself Accountable.
The seventh sales leadership trait. Sales leaders take personal responsibility and hold themselves to higher standards than anyone else could hold them.
Sales leadership as a way of looking at the world – and a way of life.
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