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

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  • Format: Hardcover
  • Copyright: 2008-10-30
  • Publisher: Portfolio Hardcover
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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 arent, both lose. Its no longer sufficient to get clients to buya 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

Forewordp. xi
Prefacep. xv
Introductionp. 1
Key Beliefsp. 7
Consultants and Clients Want the Same Thingp. 7
Intent Counts More Than Technique (and Technique Is Still Important)p. 10
Solutions Have No Inherent Valuep. 13
Methodology Mattersp. 16
The ORDER Modelp. 19
World-Class Inquiry Precedes World-Class Advocacyp. 24
Qualifying: Overviewp. 28
No Guessingp. 31
Slow Down for Yellow Lightsp. 37
Qualifying Opportunitiesp. 46
The Opportunity Checklistp. 47
Structuring the Opportunity Conversationp. 47
Move off the Solutionp. 48
Get Out All of the Issuesp. 52
Prioritize the Issuesp. 54
Gather Evidence and Impactp. 55
Explore Context and Constraintsp. 70
Qualifying Resourcesp. 79
Timep. 80
Peoplep. 81
Moneyp. 82
Qualifying Decisionsp. 94
Articulating and Influencing the Decision Processp. 95
Gaining Access to Key Stakeholdersp. 104
Understanding Decision Criteriap. 115
Winning: The Art of Enabling Decisionsp. 121
Don't Present Until You Are Ready to Presentp. 122
The Meeting Plan-Present to Enable a Decisionp. 128
End in Mindp. 130
Key Beliefsp. 134
Proof / Actionp. 137
Questionsp. 139
Yellow Lightsp. 144
Next Steps and Agendap. 165
Resultsp. 167
"Yes, Let's Do It."p. 167
"No, Thank You."p. 169
No decisionp. 169
Initiating New Opportunitiesp. 170
Prioritize: Do Fewer, Do Them Betterp. 172
Preparep. 173
Personalize: No Cold Calls! Get A Referral to the Clientp. 187
Practicep. 193
Pre-positioning Meetings for Successp. 196
Last Wordsp. 199
Summary and Quick Referencep. 201
Creating and Applying an Intent Statementp. 219
Getting People to Call Youp. 225
Acknowledgmentsp. 229
Notesp. 233
About the Authorsp. 253
Indexp. 255
Table of Contents provided by Ingram. All Rights Reserved.

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