Let's Get Real or Let's Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed
Khalsa, Mahan
ISBN 10: 1883219507 ISBN 13: 9781883219505
Published by Franklin Covey Co, 1999
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Soft cover
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About this Item
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Item in acceptable condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00085581157
Synopsis:
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
About the Author:
Mahan Khalsa is a world-renowned consultant in business development for Franklin Covey. He graduated with honors in economics from UCLA, and has an M.B.A. from Harvard Business School. Working with Fortune 500 companies, he is an expert in global best practices of business development, and has applied those findings to some of the world's largest and most successful organizations.
Franklin Covey is an international professional services and leadership development firm dedicated to increasing the effectiveness of individuals and organizations. They have an extensive client base, which includes thousands of business, government, and educational organizations, as well as millions of individual customers.
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Bibliographic Details
Title: Let's Get Real or Let's Not Play: The Demise...
Publisher: Franklin Covey Co
Publication Date: 1999
Binding: Soft cover
Condition: Acceptable