Let's Get Real or Let's Not Play: Transforming the Buyer/Seller RelationshipThe 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 |
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 |
Other editions - View all
Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship Mahan Khalsa,Randy Illig No preview available - 2008 |
Common terms and phrases
ability agenda answer better buyers challenges choice client says client wants client's needs cold calls competition congruent constraints consultants context costs create data warehousing deal decide decision makers decision process develop Enable Decisions End in Mind ES Research Group evidence and impact exactly meets example executive explore feel FranklinCovey Fred Reichheld gain Gerry Spence give goal guess happen hear helping clients succeed important initiative intent investment issues John Jantsch key stakeholders listen Mahan Meeting Plan meets the client's move mutual NewLogo opportunity options organization peel the onion percent person potential present priority productivity Proof/Action proposal qualifying reason referral resolve response Sales Performance Group salespeople selling sense Six Rights skills solution that exactly someone steps STRUCTURE THE CONVERSATION success talk things tion trust trying understand We-Do-It yellow light