5. Positioning
Published Online: 11 NOV 2011
DOI: 10.1002/9781118257876.ch5
Copyright © 2009 Ron Karr. All rights reserved.
Book Title
Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
Additional Information
How to Cite
Karr, R. (2009) Positioning, in Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118257876.ch5
Publication History
- Published Online: 11 NOV 2011
- Published Print: 9 MAR 2009
ISBN Information
Print ISBN: 9780470402184
Online ISBN: 9781118257876
- Summary
- Chapter
Keywords:
- positioning;
- sales leaders;
- time investments;
- buying cycle;
- sales cycle
Summary
This chapter contains sections titled:
Strategic Positioning: Where Do You Want to Go?
Four Buying Phases
No Need
You May Still Get Stuck in the “Looking Phase” Tactical Positioning: What Do You Say and Do in Support of Your Strategy?
Positioning by Title
Positioning by Product or Service
Positioning by Resource
Your “Resource Proclamation”
How I Created My First Resource Proclamation
Fine-Tune It!
Beware of Preconceptions!
The Global Resource Proclamation
Ingredients of a Successful Global Resource
Proclamation
The Situational Resource Proclamation
Resource Proclamation Dos and Don'ts
Why You Need the Resource Proclamation
Your Chapter Five Commitment