Stop Selling and Start Leading: How to Make Extraordinary Sales Happen - Hardcover

Über die Autorin bzw. den Autor

JAMES M. KOUZES is the Dean’s Executive Fellow of Leadership, Leavey School of Business, Santa Clara University, and according to the Wall Street Journal, one of the twelve best executive educators in the United States.

BARRY Z. POSNER, PhD, is the Accolti Endowed Professor of Leadership at the Leavey School of Business, Santa Clara University, where he served for twelve years as Dean of the School.

DEB CALVERT is the founder of People First Productivity Solutions and The Sales Experts Channel, and author of one of HubSpot’s “Top 20 Most Highly Rated Sales Books of All Time.”

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Buyers have changed, and they expect sellers to make changes too. Today’s savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors. They want sellers who create personalized value and build bonds of trust, sellers who provide a meaningful and relevant experience, and sellers who demonstrate genuine leadership. Your buyers want you to inspire and motivate them while giving them an opportunity to participate in creating something extraordinary. They want you to collaborate with them, strengthen them, and encourage them in the process. They avoid transactions when they anticipate a seller will leave them feeling suspicious, sidelined or manipulated. Unfortunately, they anticipate that most of the time.

That’s why, to differentiate yourself, and to become a seller of choice and make more sales, you need to Stop Selling & Start Leading. Sellers need to stop behaving like stereotypes found in The Wolf of Wall Street and Glengarry Glen Ross. In place of those mindsets and behaviors, you can choose to lead. Your buyers want you to behave like a leader. Discover within the blueprint of seller behaviors that buyers will respond to favorably, and will cause them to meet and buy from you.

Based on research with hundreds of buyers and sellers, Stop Selling & Start Leading reveals how the same principles and behaviors of the celebrated leadership model developed by Jim Kouzes and Barry Posner applies equally well to exemplary sellers. More importantly, it shows you how to leverage the power of The Five Practices of Exemplary Leadership^® to consistently make extraordinary sales. The Five Practices are the result of over three decades of research as Jim and Barry gathered and analyzed data to zero in on the behaviors consistently exhibited by the most successful leaders. Their model for leadership is an exact match for what modern buyers want from sellers and to the personal best stories told by successful sellers.

Ready to unleash your leadership potential and become the seller your buyers want you to be? It’s all right here, waiting for you in Stop Selling & Start Leading.

Aus dem Klappentext

Buyers have changed, and they expect sellers to make changes too. Today's savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors. They want sellers who create personalized value and build bonds of trust, sellers who provide a meaningful and relevant experience, and sellers who demonstrate genuine leadership. Your buyers want you to inspire and motivate them while giving them an opportunity to participate in creating something extraordinary. They want you to collaborate with them, strengthen them, and encourage them in the process. They avoid transactions when they anticipate a seller will leave them feeling suspicious, sidelined or manipulated. Unfortunately, they anticipate that most of the time.

That's why, to differentiate yourself, and to become a seller of choice and make more sales, you need to Stop Selling & Start Leading. Sellers need to stop behaving like stereotypes found in The Wolf of Wall Street and Glengarry Glen Ross. In place of those mindsets and behaviors, you can choose to lead. Your buyers want you to behave like a leader. Discover within the blueprint of seller behaviors that buyers will respond to favorably, and will cause them to meet and buy from you.

Based on research with hundreds of buyers and sellers, Stop Selling & Start Leading reveals how the same principles and behaviors of the celebrated leadership model developed by Jim Kouzes and Barry Posner applies equally well to exemplary sellers. More importantly, it shows you how to leverage the power of The Five Practices of Exemplary Leadership^(R) to consistently make extraordinary sales. The Five Practices are the result of over three decades of research as Jim and Barry gathered and analyzed data to zero in on the behaviors consistently exhibited by the most successful leaders. Their model for leadership is an exact match for what modern buyers want from sellers and to the personal best stories told by successful sellers.

Ready to unleash your leadership potential and become the seller your buyers want you to be? It's all right here, waiting for you in Stop Selling & Start Leading.