Let's Get Real or Let's Not Play: Transforming the Buyer/Seller RelationshipPenguin, 2008 M10 30 - 256 pages 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 |
Contents
xv | |
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 agree allow answer authors beliefs better build challenges choice client communication concern constraints consultants context conversation costs create criteria Date deal decide decision develop difference effective enable End in Mind evidence exactly example executive experience explore feel five gain getting give Group guess happen hear impact important improve increase initiative intent interest investment issues keep Key Beliefs less listen look lose mean measure meeting move mutual offer opportunity organization person Plan Play possible potential prepared present priority problem productivity proposal prospective qualifying questions reason referral resolve response selling sense skills solution someone stakeholders steps succeed success sure talk tell things tion trust trying understand yellow light