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Informationen zum Autor 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. Klappentext 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. Zusammenfassung Lead, Sell, or Get Out of the Way outlines a repeatable process based on a powerful idea: Great sellers lead relationships in precisely the same way that great leaders sell ideas. Manipulation is never part of this formula. To the contrary, a customer-focused mindset is the key to the leadership selling process. Inhaltsverzeichnis Acknowledgments xv Introduction Leading the Way xvii Two Ways to Grow a Business xviii Three Choices xix You Can Lead xix You Can Sell xix You Can Get Out of the Way xix The Integrated Dialogue TM xx 1 The Case for Leadership 1 Beyond the Lone Ranger 2 Leaders Don't Puke 2 The Job of Being a Sales Leader Never Ends 5 You Sell Ideas 6 Lead with the Outcome! 7 Why Wouldn't You Sell This Way? 9 The Leadership mix 9 Don't Waste Time! 11 Leaders Don't Get Sidetracked by Price 11 "It All Sounds the Same!" 12 You Must Lead the Team 14 Old Sales Model Versus New Sales Model 15 2 The Five Beliefs of Effective Leaders 17 Belief #1: You Have Everything You Need 17 Belief #2: You Can Improve Any Area of Your Life That You Choose 18 Belief #3: Everything Is Possible 19 Belief #4: Preparation Maximizes Your Potential 20 Belief #5: Customers Come First 25 Are You Ready? 27 3 The Seven Traits of Great Sellers 29 Trait #1: Visualizing 29 Trait #2: Positioning 32 Trait #3: Building Alliances 33 Trait #4: Asking Good Questions 34 Trait #5: Creating Powerful Value Propositions 36 Trait #6: Communicate Persuasively 38 Trait #7: Holding Yourself Accountable 39 4 Visualizing 41 Visualize Big! 41 Reinventing the Business 43 How to Create a Clear Vision 45 Seven Elements of a Clear Vision 46 Blank Piece of Paper 46 "Think Tank" Method 46 Make It Specific 47 Can You Evangelize? 47 Use Intuitive Judgment 49 Build for the Long Term 50 Element of Time 51 Personal Vision Versus Customer Vision 51 Attract Customer's Time and Attention 51 Develop Alliances 51 Reduce Your Sales Cycle 51 Improve Your Positioning 53 Uncover Hidden Traps 53 Improve Your Closing Ratio 54 Your Turn! 55 Personal Accountability 55 Your C...
