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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 audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners:

  • 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

Read by the authors Mahan Khalsa and Randy Illing, with Stephen R. Covey.

©2019 Mahan Khalsa, Randy Illig, and Stephen R. Covey (P)2019 Penguin Audio

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  • robert wolfrum
  • 29-01-21

old school principals

So tired of old school worn out plays and recycled ideas of other people. I hear snippets of five other authors in this book. Not one new concept or prospective for the well read. However, this is a great first book for the newer sales people searching for truths in a world full of internet garbage.

1 person found this helpful

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  • T. Powell
  • 28-01-21

Good baseline of sales practices

Good baseline of sales practices and principles. The book lays out the different stages of the sales process and highlights areas within each stage that are important to nail down.

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  • Adam T.
  • 06-10-20

My Favorite “Sales” book to date.

This book is more about preparing properly, communicating better and coming to an understanding on if you of the customer is going to be wasting time. Unlike many other sales book, this book is not about a “magic” process or formula to influence clients to do business with you. It more about how to focus on your client and make sure you are offering value. I will revisit this book every year.

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  • Anonymous User
  • 27-07-20

Extrairdinary, now I know why I didn't sell

incredibly explained, awsome skill set to develop and framework to follow.
Thanks for sharing all this knowledge.

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  • Trevor DC
  • 19-02-20

blueprint for modern selling

this is one of the first books I would read if you are begining B2B selling.