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Product Description
Review
Stephen R. Covey
Author of The 7 Habits of Highly Effective People
This is a marvelous book! Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground.
Book Description
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
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
Inside This Book
(Learn More)
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Most helpful customer reviews
1 of 1 people found the following review helpful
2.0 out of 5 stars
Some Real advice, but a bit too Playful,
By
This review is from: Let's Get Real or Let's Not Play: The Demise of 20th Century Selling & the Advent of Helping Clients Succeed (Paperback)
This informal book is good if you do sales in a service/consulting related industry where the client may not quite know what they are looking for (or why). I really liked his ideas about trying to make presentations in person (because people don't really read proposals). There are some great tips on how to ask the right questions to find out what a potential client is really thinking. Seasoned sales professionals may find some of this advice old hat, but it's never bad to be reminded of some good basic ideas. Khalsa does have a weakness for having silly charts, acronyms and rambles a bit too long - by the end of the book I found myself wanting the author to get more to the point. But if you are new to sales or wouldn't mind a good refresher course this book is pretty useful, but by no means the definitive text on the subject.
5.0 out of 5 stars
Excellent, but down to earth,
By
This review is from: Let's Get Real or Let's Not Play: The Demise of 20th Century Selling & the Advent of Helping Clients Succeed (Paperback)
Want to know how to sell? You've got to sell value. That's the gist of the book. Determining what's of value to your client and how to provide a solution that meets this value criteria is what this book is all about. If you ever had any client facing role (you might be a consultant, or you might be a store clerk or a sales person of any kind) you will benefit greatly from reading this book. I loved Mahan's approach of first getting down to the major issues or opportunities, finding out their symptoms and solution benefits and then formulating a solution. Though I don't directly sell, as an Internet professional I am constantly in front of clients, recommending solutions. I find this material invaluable as a means of eliciting client participation during the solutions process. The book looks thick, but that's because of the paper. A very easy read. A great book to buy and keep.
5.0 out of 5 stars
A must read if you're a student of the game,
By Timothy R. Boylan (Richmond, VA) - See all my reviews
This review is from: Let's Get Real or Let's Not Play: The Demise of 20th Century Selling & the Advent of Helping Clients Succeed (Paperback)
While it is true that this book will assist you in helping your clients become more successful, it does something more personal. It helps yourself become even more polished and professional. If I had to reflect on a true consultant's guide and considered the dozens of print literature I have read on sales consulting, this book is the best. It is easy to follow and offers a unique message to those who are a student to the game of selling. Anyone who claims that he/she is serious about their sales profession and has not read this book is, in the end, not serious about their career.
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