Let's Get Real or Let's Not Play : Transforming the Buyer/Seller Relationship

by Khalsa, Mahan; Illig, Randy; Covey, Stephen R.

• ISBN13: 9781591842262
• ISBN10: 1591842263
• Format: Hardcover
• Copyright: 2008-10-30
• Publisher: Portfolio Hardcover

Summary

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

Author Biography

Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, and Randy Illig is a key leader of the group. The authors have consulted extensively with many Fortune 1000 companies, including Microsoft, Oracle, Accenture, Aon, Motorola, and GE Real Estate. FranklinCovey is based in Salt Lake City, Utah.

Table of Contents

Foreword	p. xi
Preface	p. xv
Introduction	p. 1
Key Beliefs	p. 7
Consultants and Clients Want the Same Thing	p. 7
Intent Counts More Than Technique (and Technique Is Still Important)	p. 10
Solutions Have No Inherent Value	p. 13
Methodology Matters	p. 16
The ORDER Model	p. 19
World-Class Inquiry Precedes World-Class Advocacy	p. 24
Qualifying: Overview	p. 28
No Guessing	p. 31
Slow Down for Yellow Lights	p. 37
Qualifying Opportunities	p. 46
The Opportunity Checklist	p. 47
Structuring the Opportunity Conversation	p. 47
Move off the Solution	p. 48
Get Out All of the Issues	p. 52
Prioritize the Issues	p. 54
Gather Evidence and Impact	p. 55
Explore Context and Constraints	p. 70
Qualifying Resources	p. 79
Time	p. 80
People	p. 81
Money	p. 82
Qualifying Decisions	p. 94
Articulating and Influencing the Decision Process	p. 95
Gaining Access to Key Stakeholders	p. 104
Understanding Decision Criteria	p. 115
Winning: The Art of Enabling Decisions	p. 121
Don't Present Until You Are Ready to Present	p. 122
The Meeting Plan-Present to Enable a Decision	p. 128
End in Mind	p. 130
Key Beliefs	p. 134
Proof / Action	p. 137
Questions	p. 139
Yellow Lights	p. 144
Next Steps and Agenda	p. 165
Results	p. 167
"Yes, Let's Do It."	p. 167
"No, Thank You."	p. 169
No decision	p. 169
Initiating New Opportunities	p. 170
Prioritize: Do Fewer, Do Them Better	p. 172
Prepare	p. 173
Personalize: No Cold Calls! Get A Referral to the Client	p. 187
Practice	p. 193
Pre-positioning Meetings for Success	p. 196
Last Words	p. 199
Summary and Quick Reference	p. 201
Creating and Applying an Intent Statement	p. 219
Getting People to Call You	p. 225
Acknowledgments	p. 229
Notes	p. 233
About the Authors	p. 253
Index	p. 255
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