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

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.