Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers [Hardcover]

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.

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 Dont Puke 2

The Job of Being a Sales Leader Never Ends 5

You Sell Ideas 6

Lead with the Outcome! 7

Why Wouldnt You Sell This Way? 9

The Leadership mix 9

Dont Waste Time! 11

Leaders Dont 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 Tl3$