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. In Lead, Sell, or Get Out of the Way, world renowned sales expert, Ron Karr, discloses exactly what great sellers do, and how you can implement the same selling principles. In executing this central selling principle, Sales Leadersshare seven critical traits. ONE: Sales Leaders have a vision; TWO: Sales Leaders position themselves powerfully in the minds of their customers; THREE: Sales Leaders build alliancesas opposed to acting as a one person band. Sales Leaders leverage relationships to build market share; thereby enabling them to sell more in less time; FOUR: Sales Leaders ask powerful questions that uncoveropportunities to enhance customer outcomes and results FIVE: Sales Leaders change the game, meaning they think outside the box and look for ways to create compelling value propositions that help people overcome the fear of change; SIX: Sales Leaders communicate persuasively to get across their message and gainacceptance; SEVEN: Sales Leaders embrace accountability. All seven of the critical traits require a shift away from an unproductive task-oriented sales process (which is what most salespeople follow) and toward a hyper-productive purpose-oriented sales process (which is what the top 1/10 of 1% of sales performers follow). Transitioning from task-oriented selling to purpose-oriented selling is the exact change that transforms sales careers. This book is for anyonewho sells ideas, products or services. It is for people who are looking to enhance their ability to sell and influence others.
- ISBN: 978-0-470-40218-4
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 272
- Fecha Publicación: 03/04/2009
- Nº Volúmenes: 1
- Idioma: Inglés