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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship [Format Kindle]

Mahan Khalsa , Randy Illig , Stephen R. Covey
3.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)

Prix éditeur - format imprimé : EUR 18,82
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Descriptions du produit

Présentation de l'éditeur

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


Stephen R. Covey Author of The 7 Habits of Highly Effective People This is a marvelous book! Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground.

Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 5924 KB
  • Nombre de pages de l'édition imprimée : 288 pages
  • Editeur : Portfolio (30 octobre 2008)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B001FA0NCY
  • Synthèse vocale : Activée
  • X-Ray :
  • Word Wise: Activé
  • Composition améliorée: Activé
  • Moyenne des commentaires client : 3.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: n°165.118 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Commentaires client les plus utiles
3.0 étoiles sur 5 concepts intéressant mais peu agréable à lire 11 avril 2014
Format:Format Kindle|Achat vérifié
concepts intéressants. vue globale du key account management. les illustrations sont stériles et très américaines donc le livre n'est pas super agréable à lire. il manque un peu d'approche créative
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Commentaires client les plus utiles sur Amazon.com (beta)
Amazon.com: 4.5 étoiles sur 5  105 commentaires
22 internautes sur 23 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Excellent, but down to earth 28 avril 2001
Par PhotographerInMA - Publié sur Amazon.com
Format:Broché|Achat vérifié
Want to know how to sell? You've got to sell value. That's the gist of the book. Determining what's of value to your client and how to provide a solution that meets this value criteria is what this book is all about.
If you ever had any client facing role (you might be a consultant, or you might be a store clerk or a sales person of any kind) you will benefit greatly from reading this book. I loved Mahan's approach of first getting down to the major issues or opportunities, finding out their symptoms and solution benefits and then formulating a solution.
Though I don't directly sell, as an Internet professional I am constantly in front of clients, recommending solutions. I find this material invaluable as a means of eliciting client participation during the solutions process.
The book looks thick, but that's because of the paper. A very easy read. A great book to buy and keep.
26 internautes sur 28 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 A great book for selling large deals 1 mars 2002
Par Un client - Publié sur Amazon.com
There are literally thousands of books on selling and most leave you with the feeling that you need to shower after you have read them. This one does not. Lets get real has a reality about it and a discussion of a simple process that reenforces all the things you knew about selling. The book hits the right blend of anedotal stories -- so you can see how it would apply to you and discussion of the process elements -- so you can figure out how to apply it yourself. This is no Zig Ziglar book -- this is something I want to conciously try to use every time.
The book is very clearly written and highly usable, breaking each aspect of the approach into small digestable chunks. Its something you can read and more importantly re-read/refresh yourself easily.
There is one limitation of the book. It seems to be geared more toward longer multiple call sales cycles, rather than transaction selling. At least that is the way I read it. I could not see my local car dealer selling this way -- although I wish they would.
This book is one that is going into my frequently read shelf. I would strongly recommend this book to anyone who is looking to build commercial relationship with a client.
21 internautes sur 23 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 A way to do "this" and not be sleazy, slick or cheesy 12 août 2001
Par J. Zeaman - Publié sur Amazon.com
Format:Broché|Achat vérifié
It wasn't until I read this book that I felt anything positive about being in "sales". I had done it in my past and I was about to do it again and thank god for this book or I'd still be uncomfortable and tossing and turning in my sleep.
We need a new word, "sales", as this book so aptly puts it, is something you do to someone else. You "sell" them on something. Nobody wants to be sold, we all avoid salespeople and we all feel stupid selling other people on something. And those who do enjoy "selling" someone are almost always in pursuit of their own "victory", oif beating the other person into buying from them, overcoming obstacles, leaping hurdles and getting the BIG CLOSE.
They aren't really focused on the other person, an urge I sometimes fall prey to myself. Our culture makes competition and personal victories very seductive, it is what we talk about, sports teams are rarely congratulated on their effort or fine play unless they win. We view so many things as black and white, which is not natural, throughout human history you can see cooperation as a dominant and prudent way to survive and thrive, not competition (see a dense, but brilliant book on this "Nonzero : The Logic of Human Destiny" by Robert Wright). Sales is a no-win game for everyone.
Maybe there isn't any word, the "trick", the "gimmick" that this book extols is genuiness, simply being real, if you will. You meet someone, you listen, you ask some good questions so that you understand them well and what they are trying to accomplish, if you think there might be a way that you or your company can help them you offer it to them, if not, you wish them well and part graciously.
What is that? Being human? Being real? "being real" has a vaguely cheesy sound to it too, my only complaint about this book is it's title which can turn people off before they even open it. Again maybe there is no word. Many of us will simply go out and meet people and listen well and feel good about what we are doing and be personally successful as well...or are those the same thing anyway :-)
The real value of this book is some excellent exercises you can do in a meeting with someone, things to really challenge you to break out of old patterns, very, very deeply ingrained patterns.
20 internautes sur 22 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 This work teaches how to show VALUE measurably! 11 mars 2003
Par Anthony R. Crain - Publié sur Amazon.com
Format:CD|Achat vérifié
This work is available as both a book, a set of 6 CDs and apparently as a single CD. I have both the book and the 6 CD set.

I found the CDs to be absolutely fantastic. The book is a great reference after the CDs, but if I had read the book instead of the CDs, I would have lost out on a lot. When I read the book, it feels, well, typical. But when I listen to Mahan speak, it is riveting. I myself am considered a strong speaker, and am very critical of others abilities, so I do not say this lightly. The first CD is the hardest to listen to, but after that, it is GREAT.

The CDs taught me how to go from a problem statement or solution idea and quantify how we will show success against that once we implement our idea. Many of you may have a technique already that can take you from a problem to a set of measures that can show improvement, but I did not.

The funny thing is that I am not really into sales. Yet this book is one of my best tools in my kit. Not for sales, but for DEPLOYING solutions and managing complex projects. It's guidance is extremely useful in requirements management and scope management for any project imaginable. It helps the team show the customer we are interested in their success more than in their list of features, and to ensure that what we are building truly adds value. If you have ever experienced scope creep or requirements volatility, these CDs have techniques to help.

I strongly recommend this CD set to anyone who needs to prove the value of a solution, especially if they don't yet have a technique to do so.

As a final thought, here is a great story:

A client had one of the CDs in her car which she had bought on my recommendation. Her husband borrowed the car and the CD came on. He was confused, but immediately found himself sucked in due to Mahan's excellent speaking ability. He got to work with all these ideas in his head and went to a high powered meeting (for which he was the ranking executive). He apparently used the techniques he had just learned and was able to solve some serious problems and close a huge deal that they'd been struggling with for days. When he got home he said to his wife, "what is that CD in your car?" Needless to say, he listened to the whole set too.
8 internautes sur 8 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 A brilliant practical no nonsense approach to sales 18 août 1999
Par Un client - Publié sur Amazon.com
The contents of this book have provided me with the most practical applications to sales I have ever read. For professionals who are involved in large complex consultative sales it is a masterpiece. The book and its contents may provide less value for small uncomplicated transactional sales (or commodity based products). Any person committed to educating themselves on the philosophy and practice of this material will quantum leap their overall sales and consulting effectiveness as it has mine. Thank you Mr. Khalsa
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