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

by Ron Karr

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.

Genres: Business

315 pages, Kindle Edition

First published March 9, 2009

Reviews

[Leonardo]

Not a book on sales.
A book on understanding. A book on strategic listening, questioning, inquiring, and preparation.
Great read

[Ian McGaffey]

This was a nice read with fresh ideas that can easily be put to use. I liked the way the author portrayed his ideas in a firm but easy going manner.

[Audra]

I had to read this book for my Advanced Professional Sales class and it was interesting but definitely not a book I would prefer to read front to back.

[Jiaqi]

In this book the author demonstrates the 7 important traits of great sellers. There are three main takeaways I get out from this book.
1. How to position ourselves in a sell-pitch, particular in the situation that the customer has no need or just looking. It is crucial to remember that we are selling value, not just a product.
2. Ask good questions. Ask issue-based questions, not status-based questions. By doing this, we can elicit what value/service the customer is looking for beyond the product itself
3. Create a powerful value proposition. Before talking to different customers, we need to always think about a concise and customized statement of what we do and how we can help the specific customers.

[Dr. Rae Baum]

This extraordinary book is a remarkably comprehensive 'must read how-to' business book on creating, negotiating, and selling your vision. By leading the way Ron Karr offers the reader his journey, and take on accountability; asking good questions; building alliances; communicating persuasively; developing, and growing leadership, and positioning skills. Ron also offers you the opportunity to make your personal commitment to follow through on your journey to Lead, Sell or Get Out of the Way.

[Liz Weber]

Here's a "Must Read" for all Stage 5 Leaders. There's more to Moving On once you decide to turn over the reins of your organization.

[Owen Greaves]

One of the better books on sales, how to prepare and have a much bigger picture on what you are doing, and what you are in. Ron karr does an awesome job of relating on the topic.

[Sharl]

Great ways to show that the old style selling is out and working with people for what they really want is in.

[Dave Warawa]

Ron Karr has written a great book. It's practical and loaded with useful information. If you want to be a sales achiever, this book is a must have for your sales library.