Karr Lead, Sell, or Get Out of the Way

The 7 Traits of Great Sellers
1. Auflage 2009
ISBN: 978-0-470-47038-1
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Praise for LEAD, SELL, OR GET OUT OF THE WAY
"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

Autoren/Hrsg.

Karr, Ron

Inhaltsverzeichnis

Acknowledgments.
Introduction. Lead, Sell, or Get Out of the Way.
You can sell from a leadership position, or you can make roomfor the competition. The choice is yours! By following the SALESLEADERSHIP 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 jobanymore; what does; why you can make much more money through theefforts of others than you ever could solely through your ownefforts.
Chapter Two. The Seven Traits.
The key attributes that distinguish sales leaders from everyoneelse. A preview of the LEAD, SELL, OR GET OUT OF THE WAY systemthat follows.
Chapter Three. Visualizing
The first sales leadership trait. Sales leaders look to thefuture, dare to challenge the status quo, and set the agenda basedon their vision and their plan.
Chapter Four. Positioning.
The second sales leadership trait. Sales leaders manage firstimpressions strategically.
Chapter Five. Building Alliances.
The third sales leadership trait. Sales leaders build andsupport mutually beneficial relationships in both the sellingorganization and the buying organization.
Chapter Six. Asking Good Questions.
The fourth sales leadership trait. Sales leaders establishthemselves as trusted advisors by asking the right questions at theright time.
Chapter Seven. Creating Powerful Value Propositions.
The fifth sales leadership trait. Sales leaders make the casefor action based on a stark assessment of the true costs ofinaction.
Chapter Eight. Communicating Persuasively.
The sixth sales leadership trait. When they communicate theirvalue, sales leaders engage their audiences, land the mostimportant points on a personal level, and win allies who sharetheir vision of the future.
Chapter Nine. Holding Yourself Accountable.
The seventh sales leadership trait. Sales leaders take personalresponsibility and hold themselves to higher standards than anyoneelse could hold them.
Epilogue.
Sales leadership as a way of looking at the world - and away of life.
Appendix.
Resources for sales leaders.

Über Autor(innen)

RON KARR is a popular public speaker and in-demand business consultant known internationally as a business development expert. As President ofKarr Associates, Inc., he specializes in helping organizations and professionals generate remarkable sales and operational results. His client list includessuch companies as Agfa, Morgan Stanley, MetLife, Wright Medical, and UPS.