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)
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!!
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
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.
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.
Good read if you are in the Accenture , Or Consulting Company
Very goo Strategy to sell consultants
above average read
Similar to the 7 habits of highly effective people - Win Win or no deal.
Sounds like someone I would hang with.
While many points are usable in most sales situations, this seems to be focused more on B to B selling.
Whether you sell items or ideas, this is a must have guide to finding out exactly what your clients want. With a perfect blend of anecdotal stories and techniques, the author teaches you to really listen and make your clients more successful as he helps you to become more polished and professional at the same time .
"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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