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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
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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.
Table of ContentsAcknowledgments.
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.
Sales leadership as a way of looking at the world – and a way of life.
Resources for sales leaders.