Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr – Book Review

Lead, Sell, or Get Out of the Way: The 7 Traits of Great SellersMore sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.”

I met the author Ron Karr on Twitter, enjoyed his conversations and posts, and liked what he says about selling. A Fox TV interview with him finally piqued my interest enough to read his book.

The introduction quickly compels the reader to become a “sales leader,” because the competition pushes non-sales leaders out of the way. Ron’s personal stories, experiences, successes and failures, real life examples, metaphors and analogies color this anatomy of a top sales producer.

Knowing the traits that make Top Gun sales professionals isn’t enough. It takes a method, practice, systems, plans, and commitment to achieve and surpass your sales goals. This book provides you with the right philosophies, and tried and proven methods in a well-organized format.

Behavior is dictated by beliefs, and success requires the right set of beliefs. Ron introduces five core beliefs of successful leadership that encouragingly states you already have everything you need and can improve any area of your life.

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers [Kindle Edition]Ron’s belief that “everything is possible,” one I have lived by, evokes the realistic optimism needed to become a top producer. Before moving into the heart of the book, he closes this section with two topics I passionately pontificate; customers come first and preparation.

Ron’s sales leader persona is defined in his “7 Traits of a Great Seller.” How you can develop these traits is the meat of this book. The chapter on visualizing you and your customer’s success deeply resonated with me.  How to develop mutually beneficial outcomes through collaboration to achieve long-term successful relationships should be read and reread until you have mastered this art. These two chapters lead you to a true customer centric sales approach.

Every sales professional wants, or should want to be an invaluable resource to their customers. Coupled with his chapter on how to position yourself powerfully in your customers’ minds will give you a leg up on the competition.

Ron’s solid understanding and method of building and strengthening alliances and relationships includes a daily plan to build a high quality pipeline. Asking good questions, creating powerful value propositions, and communicating persuasively are not just fluffy ideas to this author. They are structured tangibles for you to adopt in your sales practice.

No matter how great a book is, like this work by Ron Karr, holding yourself accountable is the secret ingredient to success at everything. Ron’s 7th trait provides a plan to hold yourself accountable so you can achieve your sales goals.  

Many of these ideologies and methods were intrinsic to my own success. That and the quality writing and explanations are why I highly recommend “Lead, Sell, or Get Out Of The Way” for salespeople, sales managers, and executives.

 

Bottom line: This book spells out how to become and develop top sales producers.