Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers | by Ron Karr | 2009 | ISBN: 9780470402184. Productivity Tools for Sales Leaders. How to Ask Good Sales Questions. Creating Powerful Value Propositions.
Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
by Ron Karr
2009 (272 pages)
ISBN:9780470402184
Based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas, this helpful guide reveals what great sellers do and shows how anyone can implement the same powerful principles.
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Lead, Sell, or Get Out of the Way—The 7 Traits of Great Sellers
Introduction – Leading the Way
Overview
Two Ways to Grow a Business
Three Choices
The Integrated Dialogue
Chapter 1 – The Case for Leadership
Overview
Beyond the Lone Ranger
Leaders Don’t Puke
The Job of Being a Sales Leader Never Ends
You Sell Ideas
Lead with the Outcome!
Why Wouldn’t You Sell This Way?
The Leadership Mix
Don’t Waste Time!
Leaders Don’t Get Sidetracked by Price
“It All Sounds the Same!”
You Must Lead the Team
Chapter 2 – The Five Beliefs of Effective Leaders
Belief #1: You Have Everything You Need
Belief #2: You Can Improve Any Area of Your Life That You Choose
Belief #3: Everything Is Possible
Belief #4: Preparation Maximizes Your Potential
Belief #5: Customers Come First
Are You Ready?
Chapter 3 – The Seven Traits of Great Sellers
Trait #1: Visualizing
Trait #2: Positioning
Trait #3: Building Alliances
Trait #4: Asking Good Questions
Trait #5: Creating Powerful Value Propositions
Trait #6: Communicate Persuasively
Trait #7: Holding Yourself Accountable
Chapter 4 – Visualizing
Visualize Big!
Reinventing the Business
How to Create a Clear Vision
Seven Elements of a Clear Vision
Personal Vision Versus Customer Vision
Your Turn!
Personal Accountability
Your Chapter Four Commitment
Chapter 5 – Positioning
Overview
Strategic Positioning: Where Do You Want to Go?
No Need
You May Still Get Stuck in the “Looking Phase”
Tactical Positioning: What Do You Say and Do in Support of Your Strategy?
Positioning by Title
Positioning by Product or Service
Positioning by Resource
Your “Resource Proclamation”
How I Created My First Resource Proclamation
Fine-Tune It!
Beware of Preconceptions!
The Global Resource Proclamation
Ingredients of a Successful Global Resource Proclamation
The Situational Resource Proclamation
Resource Proclamation Dos and Don’ts
Why You Need the Resource Proclamation
Your Chapter Five Commitment
Chapter 6 – Building Alliances
Building Internal Alliances
Winning the War, Not the Battle
Building Customer Alliances
A Fourth Mindset
You May Need More Than One Coach
Advocate Alliances
Social Networking and Alliance-Building
Build “End to End” Alliances
Your Chapter Six Commitment
Notes
Chapter 7 – Asking Good Questions
Questions that Earn Time, Interest, and Attention
How Much Thought Do You Give to Your Questions?
Are You Opening with the Questions a Leader Would Ask?
Issues-Based Questions
Are You a Trusted Advisor?
Leaders Use This Stuff—Because It Works!
Issues-Based Questions Affect Everything
The Magic of “Three”
Transform the Conversation
“Do You Mean I Can Never Ask Status-Based Questions?”
The Delta of Opportunity
Illustrative Questions
The Clarification Question
The Consequence Question
No Scripts!
Listen to the Answers
What’s the Intent?
Sales Leaders Never Stop Asking Issues-Based Questions
Your Chapter Seven Commitment
Chapter 8 – Creating Powerful Value Propositions
Overview
What’s Still Missing?
The Consequence of the Prospect’s Choices
The Consequence Question
You Are Asking People to Change!
Change Can Be Painful!
What Is the Consequence of Not Working with You?
Build Up to the Consequence Question
The Value Equation
Don’t Try to Use a Script to Set Up Your Consequence Question!
Do You Fear the Consequence Question?
Deal or No Deal?
Three Motivators
What’s the Compelling Reason?
Case Study: Kodak
The All-in-One Value Proposition
Kodak’s Strategic Plan
The Value Is in the Mix
Take the Time, Make It Unique
Your Chapter Eight Commitment
Chapter 9 – Communicating Persuasively
Your Communications MBA
Low-Impact Presentations Deliver Low-Impact Commissions
Move Forward Anyway
The Leadership Communication Profile
Skill #1: Establishing Congruence
Did You Hear the Story About …??
Skill #2: Assessing the Audience and the Opportunity
Assessing the Audience
Assessing the Opportunity
The Perfect Assessment
Skill #3: Translating the Message
Skill #4: Making Them Laugh
Skill #5: Giving Them Options
Skill #6: Supporting the Message with the Medium (Not Vice Versa)
Skill #7: Conflict Resolution
Your Chapter Nine Commitment
Notes
Chapter 10 – Holding Yourself Accountable
Overview
The Big Misconception
Leaders Are Accountable to Themselves First
“You’re Fired!”
Getting Off the Launching Pad
Quality of Success Actions
The Sales Process
Your Chapter Ten Commitment
Epilogue
Overview
Finally, Let Me Introduce You to Phil
Appendix – Productivity Tools for Sales Leaders
CRM’s Customer Relationship Manager Software
Databases
Marketing
Networking
Sales Team Productivity Resource
Or Contact Us Directly!
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