Let's Get Real Or Let's Not Play: Transforming the Buyer/seller Relationship
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.
Too often, the sales process is all about fear.
Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren?t, both lose. It?s no longer sufficient to get clients to buy?a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:
? Start new business from scratch in a way both salespeople and clients can feel good about
? Ask hard questions in a soft way
? Close the deal by opening minds
What people are saying - Write a review
One of the greatest and most inciteful sales books in the market today. Gets beyond the standard sales fluff, and discusses in detail how to manage the process at each step of the sales cycle. Fantastic book.
At first, this book does not strike one as being "different" or unique. But pressing on you gradually discover that Mahan Khalsa has one of the most powerful philosofies in today's market place touching how business should be done. Let alone when you apply this stuff in real life. This is a MUST read!
WINNING THE ART OF ENABLING DECISIONS
INITIATING NEW OPPORTUNITIES