Let's Get Real Or Let's Not Play: Transforming the Buyer/seller Relationship

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Penguin, 2008 - Business & Economics - 263 pages
4 Reviews
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

 

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User Review - Flag as inappropriate

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.

User Review - Flag as inappropriate

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! 

Contents

Preface
xv
INTRODUCTION
1
KEY BELIEFS
7
QUALIFYING OVERVIEW
28
QUALIFYING OPPORTUNITIES
46
QUALIFYING RESOURCES
79
QUALIFYING DECISIONS
94
WINNING THE ART OF ENABLING DECISIONS
121
INITIATING NEW OPPORTUNITIES
170
LAST WORDS
199
Copyright

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About the author (2008)

Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, and Randy Illig is a key leader of the group. The authors have consulted extensively with many Fortune 1000 companies, including Microsoft, Oracle, Accenture, Aon, Motorola, and GE Real Estate. FranklinCovey is based in Salt Lake City, Utah.

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