9780470402184

Lead, Sell, or Get Out of the Way : The 7 Traits of Great Sellers

by
  • ISBN13:

    9780470402184

  • ISBN10:

    0470402180

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2009-03-23
  • Publisher: Wiley
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Summary

Praise for Lead, Sell, or Get Out of the Way"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." -Larry Kellner, Chairman and CEO, Continental Airlines"As CEO and Chairman of the Board of three publicly traded companies, I felt that Karr's strategies in Lead, Sell, or Get Out of the Way absolutely provided the powerful results he predicted. In one case, we completely eliminated a competitor who posed a strategic threat. I guess you can say they 'got out of the way.' Karr will show you what is required and how to be a top producer in your market. This book is a must-read." -James T. Treace, President and Managing Member, J&A Group, LLC,former chairman of the board, Wright Medical, Inc., and Kyphon, Inc."Karr captures a lifetime of winning strategies and experiences and puts them in a practical context for sales leaders and sellers. This book challenges many of the older paradigms of selling and emphasizes the importance of keeping the focus on the customers and providing positive outcomes. In today's challenging market conditions, where the primary focus is on market share, this is a must-read." -Barry S. Goldstein, Senior Vice President, Global Sales Strategy & Operations, Starwood Hotels & Resorts Worldwide, Inc."Karr's book clearly identifies what it takes to be a highly effective sales leader. The principles in Karr's book are concise and illuminating. Follow his system and your sales organization will succeed in any market. An absolute must-read." -Mike Beaudry, Division President, United Natural Foods, Inc. (UNFI)"Karr does it again! Lead, Sell, or Get Out of the Way gives you the ultimate approach to giving added value to customers and creating value for yourself . . . The seven traits are what's needed in today's world, and this book is an outstanding guide to becoming proficient in all of them." -David Preng, Preng & Associates, The Global Energy Search Leader

Author Biography

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

Acknowledgmentsp. xv
Introduction Leading the Wayp. xvii
Two Ways to Grow a Businessp. xviii
Three Choicesp. xix
You Can Leadp. xix
You Can Sellp. xix
You Can Get Out of the Wayp. xix
The Integrated Dialogue TMp. xx
The Case for Leadershipp. 1
Beyond the Lone Rangerp. 2
Leaders Don't Pukep. 2
The Job of Being a Sales Leader Never Endsp. 5
You Sell Ideasp. 6
Lead with the Outcome!p. 7
Why Wouldn't You Sell This Way?p. 9
The Leadership Mixp. 9
Don't Waste Time!p. 11
Leaders Don't Get Sidetracked by Pricep. 11
"It All Sounds the Same!"p. 12
You Must Lead the Teamp. 14
Old Sales Model Versus New Sales Modelp. 15
The Five Beliefs of Effective Leadersp. 17
You Have Everything You Needp. 17
You Can Improve Any Area of Your Life That You Choosep. 18
Everything Is Possiblep. 19
Preparation Maximizes Your Potentialp. 20
Customers Come Firstp. 25
Are You Ready?p. 27
The Seven Traits of Great Sellersp. 29
Visualizingp. 29
Positioningp. 32
Building Alliancesp. 33
Asking Good Questionsp. 34
Creating Powerful Value Propositionsp. 36
Communicate Persuasivelyp. 38
Holding Yourself Accountablep. 39
Visualizingp. 41
Visualize Big!p. 41
Reinventing the Businessp. 43
How to Create a Clear Visionp. 45
Seven Elements of a Clear Visionp. 46
Blank Piece of Paperp. 46
"Think Tank" Methodp. 46
Make It Specificp. 47
Can You Evangelize?p. 47
Use Intuitive Judgmentp. 49
Build for the Long Termp. 50
Element of Timep. 51
Personal Vision Versus Customer Visionp. 51
Attract Customer's Time and Attentionp. 51
Develop Alliancesp. 51
Reduce Your Sales Cyclep. 51
Improve Your Positioningp. 53
Uncover Hidden Trapsp. 53
Improve Your Closing Ratiop. 54
Your Turn!p. 55
Personal Accountabilityp. 55
Your Chapter Four Commitmentp. 56
Positioningp. 59
Strategic Positioning: Where Do You Want to Go?p. 60
Four Buying Phasesp. 62
No Needp. 62
Lookingp. 62
Decidingp. 62
Rolling Outp. 62
No Needp. 64
You May Still Get Stuck in the "Looking Phase"p. 66
Tactical Positioning: What Do You Say and Do in Support of Your Strategy?p. 67
Positioning by Titlep. 68
Positioning by Product or Servicep. 69
Positioning by Resourcep. 70
Improved Revenuesp. 70
Improved Productivityp. 71
Reduced Operating Costsp. 71
Increased Competitive Edgep. 72
Your "Resource Proclamation"p. 73
How I Created My First Resource Proclamationp. 75
Fine-Tune It!p. 78
Beware of Preconceptions!p. 79
The Global Resource Proclamationp. 80
Ingredients of a Successful Global Resource Proclamationp. 81
Communicate the Whatp. 81
Keep it Simplep. 82
Make it Memorablep. 82
The Situational Resource Proclamationp. 83
Resource Proclamation Dos and Don'tsp. 85
Why You Need the Resource Proclamationp. 86
Your Chapter Five Commitmentp. 87
Building Alliancesp. 89
Building Internal Alliancesp. 90
Winning the War, Not the Battlep. 97
Acknowledgep. 98
Empathizep. 98
Provide Solutionsp. 98
Make a Commitment to Move Forwardp. 98
Seven Steps for Conflict Resolution and Buildingp. 99
Do Not Assign Blamep. 99
Strip Away Emotionp. 99
Put Your Needs to the Sidep. 99
Find Out What's Important to the Other Personp. 99
Find a Middle Groundp. 99
Engage the Other Person to Jointly Develop Solutionp. 99
Secure Agreementp. 99
Building Customer Alliancesp. 100
The Comparative Mindsetp. 100
The Implementer Mindsetp. 100
The Decision-Making Mindsetp. 100
A Fourth Mindsetp. 103
You May Need More Than One Coachp. 105
Advocate Alliancesp. 106
Social Networking and Alliance-Buildingp. 107
Build "End to End" Alliancesp. 108
Your Chapter Six Commitmentp. 110
Asking Good Questionsp. 113
Questions that Earn Time, Interest, and Attentionp. 114
How Much Thought Do You Give to Your Questions?p. 115
Are You Opening with the Questions a Leader Would Ask?p. 115
Issues-Based Questionsp. 119
Are You a Trusted Advisor?p. 120
Leaders Use This Stuff-Because It Works!p. 123
Issues-Based Questions Affect Everythingp. 125
The Magic of "Three"p. 127
Transform the Conversationp. 128
"Do You Mean I Can Never Ask Status-Based Questions?"p. 129
The Delta of Opportunityp. 130
Illustrative Questionsp. 131
The Clarification Questionp. 132
The Consequence Questionp. 134
No Scripts!p. 135
Listen to the Answersp. 136
What's the Intent?p. 137
Sales Leaders Never Stop Asking Issues-Based Questionsp. 139
Your Chapter Seven Commitmentp. 140
Creating Powerful Value Propositionsp. 143
What's Still Missing?p. 145
The Consequence of the Prospect's Choicesp. 148
The Consequence Questionp. 148
You Are Asking People to Change!p. 149
Change Can Be Painful!p. 149
What Is the Consequence of Not Working with You?p. 150
Build Up to the Consequence Questionp. 152
The Value Equationp. 153
Don't Try to Use a Script to Set Up Your Consequence Question!p. 154
Do You Fear the Consequence Question?p. 159
Deal or No Deal?p. 161
Three Motivatorsp. 162
Tangiblep. 163
Intangiblep. 164
Emotionalp. 167
What's the Compelling Reason?p. 169
Case Study: Kodakp. 170
The All-in-One Value Propositionp. 171
Kodak's Strategic Planp. 172
The Value Is in the Mixp. 173
Take the Time, Make It Uniquep. 175
Your Chapter Eight Commitmentp. 175
Communicating Persuasivelyp. 177
Your Communications MBAp. 178
Low-Impact Presentations Deliver Low-Impact Commissionsp. 179
Move Forward Anywayp. 180
The Leadership Communication Profilep. 182
Establishing Congruencep. 183
Did You Hear the Story About...?p. 185
Assessing the Audience and the Opportunityp. 186
Assessing the Audiencep. 187
Assessing the Opportunityp. 190
The Perfect Assessmentp. 192
Translating the Messagep. 193
Making Them Laughp. 197
Giving Them Optionsp. 200
Supporting the Message with the Medium (Not Vice Versa)p. 201
Three Dos and Don'tsp. 202
Don't Overload Screen with Wordsp. 202
Use Pictures and Photographsp. 203
Don't Read Slides Verbatimp. 203
Conflict Resolutionp. 205
Your Chapter Nine Commitmentp. 208
Holding Yourself Accountablep. 211
The Big Misconceptionp. 212
Leaders Are Accountable to Themselves Firstp. 215
"You're Fired!"p. 216
Accepting Personal Responsibilityp. 218
Taking Actionp. 218
Monitoring Resultsp. 218
Noticing What's Working and What's Notp. 218
Changing Course as Necessaryp. 218
Getting Off the Launching Padp. 218
Quality of Success Actionsp. 219
The Sales Processp. 225
Your Chapter Ten Commitmentp. 227
Epiloguep. 231
Finally, Let Me Introduce You to Philp. 233
Appendix Productivity Tools for Sales Leadersp. 237
CRM's Customer Relationship Manager Softwarep. 237
Databasesp. 238
Marketingp. 239
Networkingp. 240
Sales Team Productivity Resourcep. 241
Or Contact Us Directly!p. 243
Indexp. 245
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