{"product_id":"lead-sell-or-get-out-of-the-way-isbn-9780470402184","title":"Lead, Sell, or Get Out of the Way","description":"\u003cp\u003eIn \u003ci\u003eLead, Sell, or Get Out of the Way,\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction Leading the Way xvii\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTwo Ways to Grow a Business xviii\u003c\/p\u003e \u003cp\u003eThree Choices xix\u003c\/p\u003e \u003cp\u003eYou Can Lead xix\u003c\/p\u003e \u003cp\u003eYou Can Sell xix\u003c\/p\u003e \u003cp\u003eYou Can Get Out of the Way xix\u003c\/p\u003e \u003cp\u003eThe Integrated Dialogue TM xx\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 The Case for Leadership 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBeyond the Lone Ranger 2\u003c\/p\u003e \u003cp\u003eLeaders Don’t Puke 2\u003c\/p\u003e \u003cp\u003eThe Job of Being a Sales Leader Never Ends 5\u003c\/p\u003e \u003cp\u003eYou Sell Ideas 6\u003c\/p\u003e \u003cp\u003eLead with the Outcome! 7\u003c\/p\u003e \u003cp\u003eWhy Wouldn’t You Sell This Way? 9\u003c\/p\u003e \u003cp\u003eThe Leadership mix 9\u003c\/p\u003e \u003cp\u003eDon’t Waste Time! 11\u003c\/p\u003e \u003cp\u003eLeaders Don’t Get Sidetracked by Price 11\u003c\/p\u003e \u003cp\u003e“It All Sounds the Same!” 12\u003c\/p\u003e \u003cp\u003eYou Must Lead the Team 14\u003c\/p\u003e \u003cp\u003eOld Sales Model Versus New Sales Model 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 The Five Beliefs of Effective Leaders 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBelief #1: You Have Everything You Need 17\u003c\/p\u003e \u003cp\u003eBelief #2: You Can Improve Any Area of Your Life That You Choose 18\u003c\/p\u003e \u003cp\u003eBelief #3: Everything Is Possible 19\u003c\/p\u003e \u003cp\u003eBelief #4: Preparation Maximizes Your Potential 20\u003c\/p\u003e \u003cp\u003eBelief #5: Customers Come First 25\u003c\/p\u003e \u003cp\u003eAre You Ready? 27\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 The Seven Traits of Great Sellers 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrait #1: Visualizing 29\u003c\/p\u003e \u003cp\u003eTrait #2: Positioning 32\u003c\/p\u003e \u003cp\u003eTrait #3: Building Alliances 33\u003c\/p\u003e \u003cp\u003eTrait #4: Asking Good Questions 34\u003c\/p\u003e \u003cp\u003eTrait #5: Creating Powerful Value Propositions 36\u003c\/p\u003e \u003cp\u003eTrait #6: Communicate Persuasively 38\u003c\/p\u003e \u003cp\u003eTrait #7: Holding Yourself Accountable 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Visualizing 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVisualize Big! 41\u003c\/p\u003e \u003cp\u003eReinventing the Business 43\u003c\/p\u003e \u003cp\u003eHow to Create a Clear Vision 45\u003c\/p\u003e \u003cp\u003eSeven Elements of a Clear Vision 46\u003c\/p\u003e \u003cp\u003eBlank Piece of Paper 46\u003c\/p\u003e \u003cp\u003e“Think Tank” Method 46\u003c\/p\u003e \u003cp\u003eMake It Specific 47\u003c\/p\u003e \u003cp\u003eCan You Evangelize? 47\u003c\/p\u003e \u003cp\u003eUse Intuitive Judgment 49\u003c\/p\u003e \u003cp\u003eBuild for the Long Term 50\u003c\/p\u003e \u003cp\u003eElement of Time 51\u003c\/p\u003e \u003cp\u003ePersonal Vision Versus Customer Vision 51\u003c\/p\u003e \u003cp\u003eAttract Customer’s Time and Attention 51\u003c\/p\u003e \u003cp\u003eDevelop Alliances 51\u003c\/p\u003e \u003cp\u003eReduce Your Sales Cycle 51\u003c\/p\u003e \u003cp\u003eImprove Your Positioning 53\u003c\/p\u003e \u003cp\u003eUncover Hidden Traps 53\u003c\/p\u003e \u003cp\u003eImprove Your Closing Ratio 54\u003c\/p\u003e \u003cp\u003eYour Turn! 55\u003c\/p\u003e \u003cp\u003ePersonal Accountability 55\u003c\/p\u003e \u003cp\u003eYour Chapter Four Commitment 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Positioning 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStrategic Positioning: Where Do You Want to Go? 60\u003c\/p\u003e \u003cp\u003eFour Buying Phases 62\u003c\/p\u003e \u003cp\u003eNo Need 62\u003c\/p\u003e \u003cp\u003eLooking 62\u003c\/p\u003e \u003cp\u003eDeciding 62\u003c\/p\u003e \u003cp\u003eRolling Out 62\u003c\/p\u003e \u003cp\u003eNo Need 64\u003c\/p\u003e \u003cp\u003eYou May Still Get Stuck in the “Looking Phase” 66\u003c\/p\u003e \u003cp\u003eTactical Positioning: What Do You Say and Do in Support of Your Strategy? 67\u003c\/p\u003e \u003cp\u003ePositioning by Title 68\u003c\/p\u003e \u003cp\u003ePositioning by Product or Service 69\u003c\/p\u003e \u003cp\u003ePositioning by Resource 70\u003c\/p\u003e \u003cp\u003eImproved Revenues 70\u003c\/p\u003e \u003cp\u003eImproved Productivity 71\u003c\/p\u003e \u003cp\u003eReduced Operating Costs 71\u003c\/p\u003e \u003cp\u003eIncreased Competitive Edge 72\u003c\/p\u003e \u003cp\u003eYour “Resource Proclamation” 73\u003c\/p\u003e \u003cp\u003eHow I Created My First Resource Proclamation 75\u003c\/p\u003e \u003cp\u003eFine-Tune It! 78\u003c\/p\u003e \u003cp\u003eBeware of Preconceptions! 79\u003c\/p\u003e \u003cp\u003eThe Global Resource Proclamation 80\u003c\/p\u003e \u003cp\u003eIngredients of a Successful Global Resource Proclamation 81\u003c\/p\u003e \u003cp\u003eCommunicate the What 81\u003c\/p\u003e \u003cp\u003eKeep it Simple 82\u003c\/p\u003e \u003cp\u003eMake it Memorable 82\u003c\/p\u003e \u003cp\u003eThe Situational Resource Proclamation 83\u003c\/p\u003e \u003cp\u003eResource Proclamation Dos and Don’ts 85\u003c\/p\u003e \u003cp\u003eWhy You Need the Resource Proclamation 86\u003c\/p\u003e \u003cp\u003eYour Chapter Five Commitment 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Building Alliances 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Internal Alliances 90\u003c\/p\u003e \u003cp\u003eWinning the War, Not the Battle 97\u003c\/p\u003e \u003cp\u003eAcknowledge 98\u003c\/p\u003e \u003cp\u003eEmpathize 98\u003c\/p\u003e \u003cp\u003eProvide Solutions 98\u003c\/p\u003e \u003cp\u003eMake a Commitment to Move Forward 98\u003c\/p\u003e \u003cp\u003eSeven Steps for Conflict Resolution and Building 99\u003c\/p\u003e \u003cp\u003eDo Not Assign Blame 99\u003c\/p\u003e \u003cp\u003eStrip Away Emotion 99\u003c\/p\u003e \u003cp\u003ePut Your Needs to the Side 99\u003c\/p\u003e \u003cp\u003eFind Out What’s Important to the Other Person 99\u003c\/p\u003e \u003cp\u003eFind a Middle Ground 99\u003c\/p\u003e \u003cp\u003eEngage the Other Person to Jointly Develop Solution 99\u003c\/p\u003e \u003cp\u003eSecure Agreement 99\u003c\/p\u003e \u003cp\u003eBuilding Customer Alliances 100\u003c\/p\u003e \u003cp\u003eThe Comparative Mindset 100\u003c\/p\u003e \u003cp\u003eThe Implementer Mindset 100\u003c\/p\u003e \u003cp\u003eThe Decision-Making Mindset 100\u003c\/p\u003e \u003cp\u003eA Fourth Mindset 103\u003c\/p\u003e \u003cp\u003eYou May Need More Than One Coach 105\u003c\/p\u003e \u003cp\u003eAdvocate Alliances 106\u003c\/p\u003e \u003cp\u003eSocial Networking and Alliance-Building 107\u003c\/p\u003e \u003cp\u003eBuild “End to End” Alliances 108\u003c\/p\u003e \u003cp\u003eYour Chapter Six Commitment 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Asking Good Questions 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions that Earn Time, Interest, and Attention 114\u003c\/p\u003e \u003cp\u003eHow Much Thought Do You Give to Your Questions? 115\u003c\/p\u003e \u003cp\u003eAre You Opening with the Questions a Leader Would Ask? 115\u003c\/p\u003e \u003cp\u003eIssues-Based Questions 119\u003c\/p\u003e \u003cp\u003eAre You a Trusted Advisor? 120\u003c\/p\u003e \u003cp\u003eLeaders Use This Stuff—Because It Works! 123\u003c\/p\u003e \u003cp\u003eIssues-Based Questions Affect Everything 125\u003c\/p\u003e \u003cp\u003eThe Magic of “Three” 127\u003c\/p\u003e \u003cp\u003eTransform the Conversation 128\u003c\/p\u003e \u003cp\u003e“Do You Mean I Can Never Ask Status-Based Questions?” 129\u003c\/p\u003e \u003cp\u003eThe Delta of Opportunity 130\u003c\/p\u003e \u003cp\u003eIllustrative Questions 131\u003c\/p\u003e \u003cp\u003eThe Clarification Question 132\u003c\/p\u003e \u003cp\u003eThe Consequence Question 134\u003c\/p\u003e \u003cp\u003eNo Scripts! 135\u003c\/p\u003e \u003cp\u003eListen to the Answers 136\u003c\/p\u003e \u003cp\u003eWhat’s the Intent? 137\u003c\/p\u003e \u003cp\u003eSales Leaders Never Stop Asking Issues-Based Questions 139\u003c\/p\u003e \u003cp\u003eYour Chapter Seven Commitment 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Creating Powerful Value Propositions 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat’s Still Missing? 145\u003c\/p\u003e \u003cp\u003eThe Consequence of the Prospect’s Choices 148\u003c\/p\u003e \u003cp\u003eThe Consequence Question 148\u003c\/p\u003e \u003cp\u003eYou Are Asking People to Change! 149\u003c\/p\u003e \u003cp\u003eChange Can Be Painful! 149\u003c\/p\u003e \u003cp\u003eWhat Is the Consequence of Not Working with You? 150\u003c\/p\u003e \u003cp\u003eBuild Up to the Consequence Question 152\u003c\/p\u003e \u003cp\u003eThe Value Equation 153\u003c\/p\u003e \u003cp\u003eDon’t Try to Use a Script to Set Up Your Consequence Question! 154\u003c\/p\u003e \u003cp\u003eDo You Fear the Consequence Question? 159\u003c\/p\u003e \u003cp\u003eDeal or No Deal? 161\u003c\/p\u003e \u003cp\u003eThree Motivators 162\u003c\/p\u003e \u003cp\u003eTangible 163\u003c\/p\u003e \u003cp\u003eIntangible 164\u003c\/p\u003e \u003cp\u003eEmotional 167\u003c\/p\u003e \u003cp\u003eWhat’s the Compelling Reason? 169\u003c\/p\u003e \u003cp\u003eCase Study: Kodak 170\u003c\/p\u003e \u003cp\u003eThe All-in-One Value Proposition 171\u003c\/p\u003e \u003cp\u003eKodak’s Strategic Plan 172\u003c\/p\u003e \u003cp\u003eThe Value Is in the mix 173\u003c\/p\u003e \u003cp\u003eTake the Time, Make It Unique 175\u003c\/p\u003e \u003cp\u003eYour Chapter Eight Commitment 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Communicating Persuasively 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Communications MBA 178\u003c\/p\u003e \u003cp\u003eLow-Impact Presentations Deliver Low-Impact Commissions 179\u003c\/p\u003e \u003cp\u003eMove Forward Anyway 180\u003c\/p\u003e \u003cp\u003eThe Leadership Communication Profile 182\u003c\/p\u003e \u003cp\u003eSkill #1: Establishing Congruence 183\u003c\/p\u003e \u003cp\u003eDid You Hear the Story About .? 185\u003c\/p\u003e \u003cp\u003eSkill #2: Assessing the Audience and the Opportunity 186\u003c\/p\u003e \u003cp\u003eAssessing the Audience 187\u003c\/p\u003e \u003cp\u003eAssessing the Opportunity 190\u003c\/p\u003e \u003cp\u003eThe Perfect Assessment 192\u003c\/p\u003e \u003cp\u003eSkill #3: Translating the Message 193\u003c\/p\u003e \u003cp\u003eSkill #4: Making Them Laugh 197\u003c\/p\u003e \u003cp\u003eSkill #5: Giving Them Options 200\u003c\/p\u003e \u003cp\u003eSkill #6: Supporting the Message with the Medium (Not Vice Versa) 201\u003c\/p\u003e \u003cp\u003eThree Dos and Don’ts 202\u003c\/p\u003e \u003cp\u003eDon’t Overload Screen with Words 202\u003c\/p\u003e \u003cp\u003eUse Pictures and Photographs 203\u003c\/p\u003e \u003cp\u003eDon’t Read Slides Verbatim 203\u003c\/p\u003e \u003cp\u003eSkill #7: Conflict Resolution 205\u003c\/p\u003e \u003cp\u003eYour Chapter Nine Commitment 208\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Holding Yourself Accountable 211\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Big Misconception 212\u003c\/p\u003e \u003cp\u003eLeaders Are Accountable to Themselves First 215\u003c\/p\u003e \u003cp\u003e“You’re Fired!” 216\u003c\/p\u003e \u003cp\u003eAccepting Personal Responsibility 218\u003c\/p\u003e \u003cp\u003eTaking Action 218\u003c\/p\u003e \u003cp\u003eMonitoring Results 218\u003c\/p\u003e \u003cp\u003eNoticing What’s Working and What’s Not 218\u003c\/p\u003e \u003cp\u003eChanging Course as Necessary 218\u003c\/p\u003e \u003cp\u003eGetting Off the Launching Pad 218\u003c\/p\u003e \u003cp\u003eQuality of Success Actions 219\u003c\/p\u003e \u003cp\u003eThe Sales Process 225\u003c\/p\u003e \u003cp\u003eYour Chapter Ten Commitment 227\u003c\/p\u003e \u003cp\u003eEpilogue 231\u003c\/p\u003e \u003cp\u003eFinally, Let Me Introduce You to Phil 233\u003c\/p\u003e \u003cp\u003eAppendix Productivity Tools for Sales Leaders 237\u003c\/p\u003e \u003cp\u003eCRM’s Customer Relationship Manager Software 237\u003c\/p\u003e \u003cp\u003eDatabases 238\u003c\/p\u003e \u003cp\u003eMarketing 239\u003c\/p\u003e \u003cp\u003eNetworking 240\u003c\/p\u003e \u003cp\u003eSales Team Productivity Resource 241\u003c\/p\u003e \u003cp\u003eOr Contact Us Directly! 243\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eRON KARR\u003c\/b\u003e 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.      \u003c\/p\u003e\u003cp\u003e\u003cb\u003eIn today's sales world\u003c\/b\u003e\u003cbr\u003e there's no room for followers. But there's plenty of room for leaders. Competition is intense, and if you don't take a leadership role in producing  results for your clients, someone else will. In \u003ci\u003eLead, Sell, or Get Out of the Way,\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eNo matter what you sell, you must communicate persuasively and effectively what it is you can offer clients. However, sales  leaders do even more than that.  They raise the bar by finding new opportunities and creating new levels of performance for their customers. They don't just sell products or services; they  sell outcomes that transform a customer's world, and they assume personal responsibility for those outcomes.  \u003c\/p\u003e\u003cp\u003eThis customer-focused mindset is the key to Karr's proven leadership selling process. Based on decades of research with companies of all sizes,  Karr reveals what great sellers do and shows how anyone can implement the same powerful principles. He offers an in-depth exploration of the seven critical  traits all sales leaders share. Today's top sales leaders:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003e Have a clear vision of where they're going\u003c\/li\u003e \u003cli\u003e Position themselves powerfully in the minds of customers\u003c\/li\u003e \u003cli\u003e Build alliances rather than go it alone\u003c\/li\u003e \u003cli\u003e Ask powerful questions that result in new sales opportunities\u003c\/li\u003e \u003cli\u003e Create a value proposition that neutralizes the competition\u003c\/li\u003e \u003cli\u003e Communicate well and persuasively\u003c\/li\u003e \u003cli\u003e Embrace accountability and responsibility\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003eMany sales leaders learn these principles through trial and error. This book helps you avoid the trial and error part and skip straight to the success part.  Why learn the hard way when you can read this book, learn these principles, and start—today—selling more, faster, and at a higher profit? If you  sell things for a living or manage people who sell, you face a stark choice that you had better get right—to \u003ci\u003eLead, Sell, or Get Out of the Way.\u003c\/i\u003e  Choose wisely and sales success will be yours.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for LEAD, SELL, OR GET OUT OF THE WAY\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"As CEO and Chairman of the Board of three publicly traded companies, I felt that Karr's strategies in \u003ci\u003eLead, Sell, or Get Out of the Way\u003c\/i\u003e 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.\"\u003cbr\u003e \u003cb\u003e—JAMES T. TREACE,\u003c\/b\u003e President and Managing Member, J\u0026amp;A Group, LLC, former chairman of the board, Wright Medical, Inc., and Kyphon, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e \u003cb\u003e—BARRY S. GOLDSTEIN,\u003c\/b\u003e Senior Vice President, Global Sales Strategy \u0026amp; Operations, Starwood Hotels \u0026amp; Resorts Worldwide, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e \u003cb\u003e—MIKE BEAUDRY,\u003c\/b\u003e Division President, United Natural Foods, Inc. (UNFI)\u003c\/p\u003e \u003cp\u003e\"Karr does it again! \u003ci\u003eLead, Sell, or Get Out of the Way\u003c\/i\u003e 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.\"\u003cbr\u003e \u003cb\u003e—DAVID PRENG,\u003c\/b\u003e Preng \u0026amp; Associates, The Global Energy Search Leader\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989514076389,"sku":"NP9780470402184","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470402184.jpg?v=1761784411","url":"https:\/\/k12savings.com\/products\/lead-sell-or-get-out-of-the-way-isbn-9780470402184","provider":"K12savings","version":"1.0","type":"link"}