Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed - Couverture souple

Khalsa, Mahan

Couverture souple

ISBN 10 : 1883219507 ISBN 13 : 9781883219505

Editeur : Franklin Covey Co, 1999

Synopsis

Book by Khalsa Mahan

A propos du livre

Présentation de l'éditeur

Selling is the second oldest profession, often confused with the first! The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.
Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.

Helping Clients Succeed(TM) is fundamental to the success of any business. This program teaches the listener to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed.

Présentation de l'éditeur

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

Détails de l'édition

• Éditeur: Franklin Covey Co
• Date d'édition: 1999
• Langue: anglais
• ISBN 10: 1883219507
• ISBN 13: 9781883219505
• Reliure: Broché
• Nombre de pages: 242
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible