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Author: Ron Karr
Publisher: John Wiley & Sons
ISBN: 0470470852
Category : Business & Economics
Languages : en
Pages : 277
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Book Description
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.
Author: Ron Karr
Publisher: John Wiley & Sons
ISBN: 0470470852
Category : Business & Economics
Languages : en
Pages : 277
Get Book Here
Book Description
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.
Author: Ron Karr
Publisher: John Wiley & Sons
ISBN: 0470402180
Category : Business & Economics
Languages : en
Pages : 277
Get Book Here
Book Description
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.
Author: Robert D. Ramsey
Publisher: Corwin Press
ISBN: 9781412915854
Category : Business & Economics
Languages : en
Pages : 220
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Book Description
Now you can do more than just deal with the "crisis-du-jour". Leadership is learnable, and this comprehensive guide will show you how to be proactive, prevent crises, create dreams, push the envelope, and focus on the future instead of just reacting to crises, spending all your time putting out fires, or coping with the current system-whether it works or not. In this updated second edition, best-selling author Robert D. Ramsey gives you just what you need to avoid "simply managing" and to become a true leader instead! Unlike other manuals that give you bits and pieces on how to develop a particular curriculum or handle specific day-to-day discipline problems, this unique handbook offers administrators practical, time-proven lessons on how to think, act, plan, set priorities, manage time, and make decisions-skills that will help you navigate through the unique challenges of leading in a school environment. Included are guidelines on: Getting the most out of people Bringing about change Handling politics Dealing with setbacks Thinking, looking, and acting like an effective school leader Communicating effectively Practicing ethical leadership Being a school leader can actually be exciting, rewarding, and fun again, once you're equipped to tackle today's challenges!Other books by Robert D. Ramsey:What Matters Most for School Leaders School Leadership From A to Z How to Say the Right Thing Every Time, Second Edition Well Said, Well Spoken
Author: Ron Karr
Publisher: Amplify Publishing
ISBN: 9781645436287
Category :
Languages : en
Pages : 216
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Book Description
From the author of Lead, Sell, or Get Out of the Way comes a game-changing guide to help aspiring leaders transform their mindsets, increase performance, and become irreplaceable. Everyone knows what qualities define a good leader, but how many of us know what steps to take to become that great leader? The secret formula is what sales and leadership coach Ron Karr calls the Velocity Mindset(R) a perfect balance of speed and direction, both of which must remain in alignment for personal and professional success. Utilizing anecdotes and Karr's thirty-plus years of experience, The Velocity Mindset (R) demonstrates how taking time to PAUSE and visualize a desired outcome can propel you forward with purpose and beyond personal obstacles, positively influencing those around you. Whether you are in the entry-level stage of a career, a seasoned manager, or just looking to make a personal change, The Velocity Mindset (R) provides you with the tools you need to: - Leverage the psychology of influence, - Successfully engage the skills and passion of employees, teams, and customers, - Remove barriers, - Position products and services more powerfully, and - Achieve bigger results. Compelling and full of cross-industry wisdom, The Velocity Mindset (R) offers innovative and practical strategies to differentiate yourself from the competition, increase your profits, and get to the next level of success, faster.
Author: Eric Taylor
Publisher: John Wiley & Sons
ISBN: 0470651504
Category : Business & Economics
Languages : en
Pages : 548
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Book Description
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar
Author: Tom Stanfill
Publisher:
ISBN: 9781400225903
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
In sharp contrast to the traditional approach to selling, learn how shifting the focus from crafting the perfect message to creating receptivity to your message will not only help you convert the formerly unwinnable customer but also transform the relationships that matter most.
Author: Paul Smith
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814420303
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated "corporate storytellers." 3M banned bullet points years ago and replaced them with a process of writing "strategic narratives." Procter Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success. Lead with a Story contains both ready-to-use stories and how-to guidance for readers looking to craft their own. Designed for a wide variety of business challenges, the book shows how narrative can help: * Define culture and values * Engender creativity and innovation * Foster collaboration and build relationships * Provide coaching and feedback * Lead change * And more Whether in a speech or a memo, communicated to one person or a thousand, storytelling is an essential skill for success. Complete with examples from companies like Kellogg's, Merrill-Lynch, Procter Gamble, National Car Rental, Wal-Mart, Pizza Hut, and more, this practical resource gives readers the guidance they need to deliver stories to stunning effect.
Author: Steve Morgan
Publisher:
ISBN: 9781796721478
Category :
Languages : en
Pages : 212
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Book Description
"Repeat after me: I. Hate. Sales." Sales is the bane of the freelancing life. As freelancers, all we want to do is crack on and do the work we enjoy doing (whatever that work/specialism may be), but in order to do that, we have to sell ourselves to people first. ...Ack. One of the biggest challenges that freelancers face is the sales process. Don't just take my word for it: various polls conducted in freelance communities show that "finding new leads/customers/clients" is what freelancers self-identify as their biggest weakness and the area of self-employment that they struggle with the most. We see it as an intimidating and overwhelming prospect, with many of us considering 'selling yourself' as a slimy, sleazy process. We have to go out to business events, hand out business cards and brag about ourselves to complete strangers, right? Wrong. Well, you can do that, sure. ...Or you can sell yourself in a way that really isn't sales-y at all. The best way to sell is not to sell. Let that sink in. The best way to sell is not to sell. It sounds completely and utterly counterintuitive, but it's the truth. Hence the name of this book: Anti-Sell. And in this book, I'll tell you how and why it works, and how to do it. Its chapters cover the following: There's a long list of sales, marketing, networking and lead generation tactics and tips, to give you an idea of some of the traditional ways - but also a number of alternative ways - to get your name and your face out there, How you can tie the sales process into your passions and your strengths - so that sales won't even feel like sales, Getting you thinking differently about the types of events/communities to go to and get involved with, resulting in potentially being the only [insert specialism here] person in the room, rather than spending your time networking alongside your competitors, How being visible, altruistic and contributory within communities is an incredible way to be recognised as the go-to person in your field, There's tips and advice on how to find 'good-fit' clients, as well as why honing in on a niche makes you a lot easier to refer, Plus it covers a whole bunch of other sales-related topics, such as testimonials, awards, how to handle 'freebie' requests, competing against agencies for work, and keeping your cool in stressful moments, Right at the end, there's a list of recommended books for further reading, to help you to take your non-sales-y sales tactics even further, Throughout the book there's also 'Anti-Sell Stories': 8 case studies contributed by real-life freelancers, each of whom details how they've fought the fight with sales (and won). An important note: I'm not a salesperson. I'm a freelancer, just like you. This book runs through my story, my journey and my tactics on how I've managed to win work without selling myself too much (or selling my soul too much, for that matter). So if you're a freelancer who hates the idea of sales and selling yourself, then hopefully this book will suit you and serve you well. Happy Anti-Selling, folks.
Author: Mark HUNTER
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814420095
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Author: Martin Limbeck
Publisher: Morgan James Publishing
ISBN: 1630472824
Category : Business & Economics
Languages : en
Pages : 184
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Book Description
"A no does not mean that you should give up; on the contrary, a no means you should keep at it." -Martin Limbeck Selling is easy if you can offer the lowest price or a top brand that everyone wants. But what if you don't? What if the client says no? In sales, rejection comes with the territory. You will hear no, and you will hear it frequently. It's normal. What's important is what you do with that no . . . The right attitude toward selling is your key to success. Passion, pride, and perseverance are your most important assets. NO Is Short for Next Opportunity will inspire you to develop the proper mindset for selling and to seal more deals. "This book is not an option for anyone who has ever heard the word 'no'-buy it and read it today and start getting 'yes' tomorrow." -Jeffrey Gitomer, author of The Little Red Book of Selling "This book will keep you going and growing throughout your career. I recommend it." -Mark Sanborn, author of The Fred Factor and You Don't Need a Title to Be a Leader "This book is bigger than sales. It's a book about lifelong success. Your success." -Randy Gage, author of the New York Times bestseller Risky Is the New Safe "Read Martin Limbeck's book and you will learn how to get past the no and realize your true potential." -Ron Karr, author of Lead, Sell or Get Out of the Way "Compelling, complete, and courageous, this book will show you how to sell successfully to others and how to overcome the objections of even your most important client-you. I got new ideas and a new sense of hope from the very first page!" -Monica Wofford, CSP, CEO, Contagious Companies Inc. and author of Make Difficult People Disappear
