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karr r - lead, sell, or get out of the way – the 7 traits of great sellers

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




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Dettagli

Genere:Libro
Lingua: Inglese
Pubblicazione: 04/2009





Trama

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.

Ron Karr (Westwood, NJ) is a popular public speaker and in-demand business consultant known as "America's Business Transformation Expert." As President of Karr Associates, Inc., he specializes in helping organizations and professionals generate remarkable sales and operational results.




Note Editore

Lead, Sell, or Get Out of the Way outlines a repeatable process based on a powerful idea: Great sellers lead relationships in precisely the same way that great leaders sell ideas. Manipulation is never part of this formula.  To the contrary, a customer-focused mindset is the key to the leadership selling process.  In Lead, Sell, or Get Out of the Way, world renowned sales expert, Ron Karr, discloses exactly what great sellers do, and how you can implement the same selling principles.  In executing this central selling principle, Sales Leaders share seven critical traits. ONE: Sales Leaders have a vision; TWO: Sales Leaders position themselves powerfully in the minds of their customers; THREE: Sales Leaders build alliancesas opposed to acting as a one person band. Sales Leaders leverage relationships to build market share; thereby enabling them to sell more in less time; FOUR: Sales Leaders ask powerful questions that uncover opportunities to enhance customer outcomes and results FIVE: Sales Leaders change the game, meaning they think outside the box and look for ways   to create compelling value propositions that help people overcome the fear of change; SIX: Sales Leaders communicate persuasively  to get across their message and gain acceptance; SEVEN: Sales Leaders embrace accountability. All seven of the critical traits require a shift away from an unproductive task-oriented sales process (which is what most salespeople follow) and toward a hyper-productive purpose-oriented sales process (which is what the top 1/10 of 1% of sales performers follow). Transitioning from task-oriented selling to purpose-oriented selling is the exact change that transforms sales careers. This book is for anyone who sells ideas, products or services.  It is for people who are looking to enhance their ability to sell and influence others.




Sommario

Acknowledgments. Introduction. Lead, Sell, or Get Out of the Way. You can sell from a leadership position, or you can make room for the competition. The choice is yours! By following the SALES LEADERSHIP system in this book, you will sell more in less time, and move your career to a new level. Chapter One. The Case for Leadership Why Lone Ranger selling doesn't do the job anymore; what does; why you can make much more money through the efforts of others than you ever could solely through your own efforts. Chapter Two. The Seven Traits. The key attributes that distinguish sales leaders from everyone else. A preview of the LEAD, SELL, OR GET OUT OF THE WAY system that follows. Chapter Three. Visualizing The first sales leadership trait. Sales leaders look to the future, dare to challenge the status quo, and set the agenda based on their vision and their plan. Chapter Four. Positioning. The second sales leadership trait. Sales leaders manage first impressions strategically. Chapter Five. Building Alliances. The third sales leadership trait. Sales leaders build and support mutually beneficial relationships in both the selling organization and the buying organization. Chapter Six. Asking Good Questions. The fourth sales leadership trait. Sales leaders establish themselves as trusted advisors by asking the right questions at the right time. Chapter Seven. Creating Powerful Value Propositions. The fifth sales leadership trait. Sales leaders make the case for action based on a stark assessment of the true costs of inaction. Chapter Eight. Communicating Persuasively. The sixth sales leadership trait. When they communicate their value, sales leaders engage their audiences, land the most important points on a personal level, and win allies who share their vision of the future. Chapter Nine. Holding Yourself Accountable. The seventh sales leadership trait. Sales leaders take personal responsibility and hold themselves to higher standards than anyone else could hold them. Epilogue. Sales leadership as a way of looking at the world and a way of life. Appendix. Resources for sales leaders.










Altre Informazioni

ISBN:

9780470402184

Condizione: Nuovo
Dimensioni: 240 x 25.61 x 163 mm Ø 466 gr
Formato: Copertina rigida
Pagine Arabe: 272


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