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.
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 going
Position themselves powerfully in the minds of customers
Build alliances rather than go it alone
Ask powerful questions that result in new sales opportunities
Create a value proposition that neutralizes the competition
Communicate well and persuasively
Embrace accountability and responsibility
Many 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 starttodayselling 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 rightto Lead, Sell, or Get Out of the Way. Choose wisely and sales success will be yours.
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.
The author focuses very quickly on the need to choose how you will grow your business.By pointing to the need to engage your customers in dialogue, he makes excellent sense and... Read morePublished 4 months ago by William L. Mince
Ron Karr has written a great book. It's practical and loaded with useful information. If you want to be a sales achiever, this book is a must have for your sales library.Published 8 months ago by Dave Warawa - PROSALESGUY
Ron's book is a must read for anyone in business sales, marketing and management IF .. you want to sell more of whatever you have! Read morePublished 17 months ago by Tom Callister
Ron's book has been a great manual for us as we have changed the way we approach our business and our relationships with our customers. Read morePublished 21 months ago by Jon Dumbauld
As a person who has made a living for twenty years putting together large revenue opportunities I was not sure what to expect when I picked up Ron's book. Read morePublished on September 2, 2011 by J. Kevin Cobb
This book teaches you how to avoid the mistakes most sales people make. After reading this book I learned to engage first and let the other person talk and connect. Read morePublished on August 5, 2011 by Allana
More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Read morePublished on June 30, 2011 by Gary S. Hart
Ron's writing style and the content made this book a good read. My goal for reading the book was to think about new ways to manage the sales process with customers and the book... Read morePublished on June 9, 2011 by kjk1
This is a really well written and detailed book. My favorite part is the point of view of combining leadership and 'sales'. Read morePublished on May 27, 2011 by Don Crow