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

Description

Too often the sales process is all about fear. Customers are afraid they will be talked into making a mistake and salespeople dread being unable to make the deal and make their quotas, leaving no one 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. This book offers the new way to transform a sales culture with clarity, authenticity and emotional intelligence.

Mahan Khalsa is the founder of the FranklinCovey Sales Performance Group. Mahan is a world-renowned expert in business development and business-to-business sales, and he has worked with many clients, including Accenture, Aon, EDS, Microsoft, and Oracle. Mahan is a highly sought-after speaker, author, and business consultant who has helped clients earn billions of dollars in sales. He graduated with honors in economics from the University of California, Los Angeles, and has an MBA from Harvard University. Mahan is a founder and partner in the company Ninety Five 5 LLC, a FranklinCovey joint venture. Randy Illig is a senior consultant at the FranklinCovey Sales Performance Group (SPG). Randy joined the SPG team because of his firsthand experience and success with the group's Helping Cilents Succeed (HCS) sales process. He now trains, consults, and coaches clients on how to win more profitable business by using the HCS sales process. Randy is partner with Ninety Five 5 LLC, a FranklinCovey joint venture, and serves as its CEO. He is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young "CEO Under 40" award, and the Arthur Andersen Strategic Leadership Award. Stephen R. Covey (1932-2012) was an American educator, author, businessman, and keynote speaker. His most popular book wasThe Seven Habits of Highly Effective People. His other books include First Things First, Principle-Centered Leadership, The Seven Habits of Highly Effective Families, The 8th Habit, andThe Leader in Me-How Schools and Parents Around the World Are Inspiring Greatness, One Child at a Time. He was a professor at the Jon M. Huntsman School of Business at Utah State University at the time of his death.