5. Positioning

  1. Ron Karr

Published Online: 11 NOV 2011

DOI: 10.1002/9781118257876.ch5

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

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

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

  1. Published Online: 11 NOV 2011
  2. Published Print: 9 MAR 2009

ISBN Information

Print ISBN: 9780470402184

Online ISBN: 9781118257876

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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