Lead, Sell, or Get Out of the Way | SalesAndMarketing.com
LinkedIn  Twitter  YouTube  Facebook
Share |

Lead, Sell, or Get Out of the Way

The 7 traits of Great Sellers (Wiley, $24.95)

Being a good seller isn't easy when hardly anyone is buying. Ron Karr, in his new book Lead, Sell, or Get Out of the Way, tells business leaders and entrepreneurs to rethink their strategies and figure out ways around it rather than blaming the poor economy.

By explaining what it is that sellers do to become great, Karr demonstrates that anyone, from salespeople to managers, can use the same ideas to lead customer relations and make sales possible.

The author outlines the seven traits that he says are essential for leaders to possess to be a great seller: visualizing, positioning, building alliances, asking good questions, creating powerful value propositions, communicating persuasively, and holding yourself accountable.

Karr speaks directly to the reader, presenting questions and challenges to take him or her through each trait. The book is not straight text; it has charts, bullet-point lists and graphs scattered throughout. There are also pages for the reader to write their own vision statement and several pages devoted to writing down goals for personal improvement as a leader.

Each chapter ends with a commitment sheet which challenges the reader to make a promise to do something better. In one chapter, readers are asked to look back on a past mistake and reflect on what they could have done, or would now do, to prevent or fix it.

Ron Karr is the president of Karr Associates, Inc., a business consulting firm that helps organizations increase their sales and improve operations. His clients include Morgan Stanley, Sprint, and Marriott Hotels, among others.

— Kassia Shishkoff

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