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

by Ron Karr (Author) "On October 1, 1989, my brother-in-law Dan resigned from his position as a junior partner at a well-established law firm..." (more)
Key Phrases: resource proclamation, communicating persuasively, asking good questions, Get Out of the Way, Creating Powerful Value Propositions, Holding Yourself Accountable (more...)

Editorial Reviews

Product Description

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

From the Inside Flap

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 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.

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Product Details

• Hardcover: 272 pages
• Publisher: Wiley (March 23, 2009)
• Language: English
• ISBN-10: 0470402180
• ISBN-13: 978-0470402184
• Product Dimensions: 9.1 x 6.2 x 1.1 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars See all reviews (7 customer reviews)
• Amazon.com Sales Rank: #38,367 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars A Really Good Book, May 28, 2009

By	Michael Schatzki - See all my reviews (REAL NAME)

This is a really good book. But it is not a book about sales tactics. If you're looking for the 28 best closing techniques, 15 cold calling scripts or tricks to reach the decision-maker, you need to look elsewhere. Ron Karr's book is about strategy. And the focus is on team leadership.

Now you might say to yourself, what team? I'm out there all alone making the sale, I don't have a team. But as Ron clearly points out, you actually have to lead not one but two teams, and it is critical that you lead and manage both of them effectively. The more obvious of the two teams is the one inside your own organization. This includes the many people involved in making the sale and providing the products and services that you sell, such as customer service, technical support, product management, R&D, accounts receivable, and you're own senior management.

The second team that you have to manage is the customer team that is involved with the purchase. This could include the end-user, IT, operations, accounts payable, purchasing, R&D, and your customer's senior management.

And more and more, all these people are talking to each other directly, rather than going through you. That makes it imperative that you have the leadership skills necessary to manage and lead these teams in order to make the sale and then successfully implement the sale. You must be "prepared to emerge as a team leader in a flexible network that not only crosses departmental lines, but also crosses the line between selling and buying organizations.... Your success as a salesperson depends on your ability to build and sustain coalitions both inside and outside your organization." That is the essence of this book and Ron succeeds admirably in giving you the insights and the tools that you need to do just that.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Truly Innovative Approach vs The Same Old way with a New Twist!, May 21, 2009

By	Francis Bologna - See all my reviews (REAL NAME)

Ron's approach parallels what effective leaders do, with what effective Salespeople SHOULD do ... sell results. Sell Results with a sense of personal responsibility for the outcome! WOW! Imagine that! Putting together a comprehensive program for a client and being an integral part of its success.
Ron approaches the entire premise with a real mastery of the subject, by speaking to the 7 Traits that this type of approach would command of a Leader-centric Salesperson.
You'll enjoy the read, learn a great deal, and find yourself challenged in your thinking and in how you approach any future sale!
Enjoy the experience!

5.0 out of 5 stars Great Reading, May 24, 2009

By	Floyd Wickman - See all my reviews (REAL NAME)

This book takes the guess work out of what it takes to be a leading Sales Person. Great Reading!