This week’s book review is Lead, Sell, or Get Out of the Way by Ron Karr
Karr explains his time-proven and successful sales philosophy in this book. Essentially, salesmen need to be leaders and sales leaders have five beliefs:
- You have everything you need
- You can improve any area of your life that you choose
- Everything is possible
- Preparation maximizes your potential
- Customers come first
These beliefs enable the seven essential traits of a sales leader:
- Visualizing – start with the end in mind
- Positioning – position yourself in the mind of your customer in a way that you add as much value as possible
- Building alliances – maintaining relationships and building new relationships is critical
- Asking good questions – connect your vision to the customers world
- Creating valuable value propositions
- Communicate persuasively – inspire others to action
- Holding yourself accountable – take responsibility for your outcomes
My takeaway from this book is two major ideas:
- We all need a personal vision statement that Karr calls Resource Proclamation (See How to Craft a Vision Statement for more details).
- CNC-CC=PV (see The Cost of No Change for more details)
- CNC – cost of no change. The consequence cost if your customer does not accept your proposal
- CC – cost of change. What does your proposed solution cost (to acquire, learn and implement)
- PV – perceived value. The difference between CNC and CC is the value your customer will perceive
Note that I have previously reviewed the following books in 2017:
- Les McKeown’s Predictable Success
- Exponential Organzations by Salim Ismail, Michael S. Malone and Yuri van Geest
- Smart Thinking by Art Markman
- Arianna Huffington’s The Sleep Revolution
- RG LeTourneau’s Mover of Men and Mountains
- Kevin Kelly’s The Inevitable
- Ram Charan’s The Attacker’s Advantage
- Jeff Goins’s The Art of Work
Download a free copy of my new Ebook: 12 Steps to Business Transformation. If you would like a business assessment to help kick off your business transformation, contact me at firstname.lastname@example.org or at 587-227-5179.
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