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

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. This customer-focused mindset is the key to Ron Karr's proven leadership selling process. Using 20 years of research with companies of all sizes, Karr reveals what great sellers do, and shows how anyone can implement the same powerful principles. He reveals the seven critical traits of a sales leader, which include vision, customer focus, creative thinking, and accountability. Developing the seven traits is the key that helps salespeople shift from a task-oriented sales process to a purpose-oriented process. When that happens, sales excellence results. Ron Karr (Westwood, NJ) is a popular public speaker and in-demand business consultant known as "America's Business Transformation Expert." As President of Karr Associates, Inc., he specializes in helping organizations and professionals generate remarkable sales and operational results.

Table of Contents:
Acknowledgments. 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. Epilogue. Sales leadership as a way of looking at the world - and a way of life. Appendix. Resources for sales leaders.

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.