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 audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners:
©2008 Mahan Khalsa & Randy Illig; (P)2008 Gildan Media Corp
"This is not just another good book - this is an absolutely amazing book, one of the best book on sales I have ever read!" (Stephen M.R. Covey)
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"Boring, Theoretical--Making Selling Complicated"
The narrator makes me sleep. And the selling skills are too theoretical, such as No Guess. Selling is an art rather than a precise science. This audiobook is too left brain-driven. Not creative and street smart enough as selling should be!!
"excellent ideas, painful narrator and sound qualit"
The narrator's voice is not good for the content's of this book. Since this is a management book, and filled with sales technical information, a professional narrator, with better diction and a sturdy voice pitch would have made my listening experience better.
I think this book needs to be re-recorded using a professional narrator
"Time to Get Real"
Unlike most sales strategies, Let's Get Real, or Let's Not Play is a lesson in service, and more specifically how can consultants be of service to their clients and not just provide them a box or part. The theory is uncomfortable, but once it is bought into, I have no doubt it will propel me into both a new level of success and a new level of being a client servant. I am excited to finally give myself permission to say, "maybe this isn't a good fit". Thank you for allowing me that freedom!
A masterpiece of selling technique. Mahan and Randy lay it out for everyone. This book is real!
"Unlike most sales books, this strategy could work!"
Theaudio version lets you get the big picture when you're driving or riding around but there's no substitute for a book that can have notes written in the margin or diagrams that can be seen. I'm an auditory person but graphs and charts are pretty important to me as well.
This seems like the Sandler sales process repackaged in a more tame and relaxed format. It is the presentation of a strategy that can actually work in real life... unlike most sales books. I have the printed and the audio version and I think they go hand in hand.
"Best advice for creating positive customer relationship ever"
I've had this book for over 10 years and I've listen to it in parts at various times in my career.
I just listened to it start to finish and although I have changed jobs several times it's still holds very true. in that span and sold everything from hardware to software to services I can say that this is the best advice you can receive to both keeping your sanity positive relationships with your customers.
A colleague recommended this to me. Either he wrote the name of the book down wrong or he hated me for the results of the chili I ate during lunch break. Either way if you really dislike someone this is a great way of having audible revenge on their ears.
This thing is all over the place. No rhythm, no topic just a bunch of gibberish.
This book is like listening to your ex-wife. You just nod your head while thinking about everything else you would rather be doing.
This is a great lesson. I found it refreshing to learn how to turn a pre-sale from the solution to addressing the requirements. Lessening the blow and turning your delivery into a scripted reflection of the customers' intent will take me awhile to practice. I look forward to it.
"Best sales book I read."
Great! A new perspective on selling based on what a client needs and win-win situations. Extremely practical as well.
"An honest,rewarding perspective"
To date, the best sales process book I've ever read. And I've read a lot of them. I highly recommend this to anyone in the field as a fresh perspective on honesty.
"its a fantastic book"
I like to listen to this when I am driving 3 hours to meet with a client as it puts me in the right frame of mind to get the best win/win outcome from the meeting for both myself and my client.
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