Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
In today's sales worldthere'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.No matter what you sell, you must communicate persuasively and effectively what it is you can offer clients. However, sales leaders do even more than that. They raise the bar by finding new opportunities and creating new levels of performance for their customers. They don't just sell products or services; they sell outcomes that transform a customer's world, and they assume personal responsibility for those outcomes.This customer-focused mindset is the key to Karr's proven leadership selling process. Based on decades of research with companies of all sizes, Karr reveals what great sellers do and shows how anyone can implement the same powerful principles. He offers an in-depth exploration of the seven critical traits all sales leaders share. Today's top sales leaders:Have a clear vision of where they're goingPosition themselves powerfully in the minds of customersBuild alliances rather than go it aloneAsk powerful questions that result in new sales opportunitiesCreate a value proposition that neutralizes the competitionCommunicate well and persuasivelyEmbrace accountability and responsibilityMany sales leaders learn these principles through trial and error. This book helps you avoid the trial and error part and skip straight to the success part. Why learn the hard way when you can read this book, learn these principles, and start—today—selling more, faster, and at a higher profit? If you sell things for a living or manage people who sell, you face a stark choice that you had better get right—to Lead, Sell, or Get Out of the Way. Choose wisely and sales success will be yours.