Mahan Khalsa is one of the more respected names in the field of complex sales. When I set out to write Trust-based Selling, there were three. Mahan Khalsa breaks down basic ideas and really explores what they mean to you and your business and how to apply them most effectively. 4 quotes from Mahan Khalsa: ‘The client’s question, “Are we getting the best deal ?” (price negotiation) is very different from “Can we afford this?” (value.
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Selling is the second oldest profession, often confused with the first.
The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship.
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Customers are afraid that they will be “sold” a bill of goods, or that a salesperson will talk them into something that doesn’t help them succeed. On the other hand, salespeople fear they won’t make the sale. If they “lose” enough sales, they won’t make quota, and they won’t personally succeed.
In their quest to “close the deal,” even some of the world’s largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant. Buyers don’t trust sellers. Because they aren’t trusted, sellers have to guess, and often guess wrong.
Mahan Khalsa Quotes (Author of Let’s Get Real or Let’s Not Play)
Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving maahan. This program teaches you to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships.
With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed.
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Mahan Khalsa (Author of Let’s Get Real or Let’s Not Play)
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Lets Get Real or Lets Not Play
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