Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
| AUTHOR | Illig, Randy; Khalsa, Mahan; Covey, Stephen R. et al. |
| PUBLISHER | Portfolio (11/01/2008) |
| PRODUCT TYPE | Hardcover (Hardcover) |
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
- Ask hard questions in a soft way
- Close the deal by opening minds
Show More
Product Format
Product Details
ISBN-13:
9781591842262
ISBN-10:
1591842263
Binding:
Hardback or Cased Book (Sewn)
Content Language:
English
More Product Details
Page Count:
288
Carton Quantity:
28
Product Dimensions:
6.40 x 1.00 x 9.40 inches
Weight:
1.10 pound(s)
Feature Codes:
Bibliography,
Index,
Dust Cover,
Price on Product,
Table of Contents,
Illustrated
Country of Origin:
US
Subject Information
BISAC Categories
Business & Economics | Sales & Selling - Management
Business & Economics | Decision Making & Problem Solving
Business & Economics | Purchasing & Buying
Grade Level:
College Freshman
and up
Dewey Decimal:
658.8
Library of Congress Control Number:
2008035837
Descriptions, Reviews, Etc.
publisher marketing
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
- Ask hard questions in a soft way
- Close the deal by opening minds
Show More
List Price $31.00
Your Price
$22.32