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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My first encounters with selling were painful.

Deliberate practice is the key to improvement. Amazon Restaurants Food delivery from local restaurants. High to Low Avg. I might go as far to say that sales is the process of understanding and influencing beliefs, our own and those of others.

Tell khalas what you like, so we can send you books you’ll love. We arose at 3: Build the power of your word. The missing link is not more good stuff, it is getting good at good stuff. Get to Know Us. What I had experienced was mahah to both buyer and seller.

Ninety Five 5 concentrates on execution and measurable results, using training as only one part of a systemic improvement initiative. Mahan Khalsa is one of the more respected names in the field of complex sales. Learn more about Amazon Prime. I would say the focus on knalsa is practical, powerful, sometimes transformational, and for most people, under developed.


Despite our success something important was missing.

Customer focus is not just a tag line. Popularity Popularity Featured Price: You have the ear of a lot of people—some of whom even read this blog! If we are willing to engage in a high number of repetitions of quality practice we can become as great as we want to be.

Trust, Sales and Getting Real: Interview with Author Mahan Khalsa | Trusted Advisor

If you say it, do it. Put in all the things that detract from rather than aid in producing both the results and relationships to which both parties aspire.

Trust with kha,sa — and in ourselves, for that matter—can be exercised like a muscle.

We feel there are ways of interacting that better benefit both parties and that doing so is a good contribution to the kind of world we want to live in. They valued what I brought to the table enough to purchase my company in Typically, we find that three things flow together, up or down: Available for download now.

Be crystal clear on your intent and how it serves the interests of the other person s —even as it serves your own. Would you like to: On the other hand, salespeople fear they won’t make the sale.

Similar authors to follow

Learn more at Author Central. Deliberate practice, while not a particularly sexy phrase, is the term commonly used in the science of expert performance to describe the single most common and powerful attribute of top-flight performance maahn almost any field. Before any interaction, clear mshan any internal or external pressures that might cause you to be incongruent with that intent.


This program teaches you to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships.

Mahan Khalsa (Author of Let’s Get Real or Let’s Not Play)

Free eBook offer available to NEW subscribers only. Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, the creator of the Helping Clients Succeed sales improvement program taught in over 40 countries and 10 different languages. However, as Geoff Colvin states in Talent is Overrated. I would have been happy doing yoga and meditating all day long. On the other hand, my experience in sales had led me to believe that you could be either a salesperson or a spiritual person but not both.

Lets Get Real or Lets Not Play

I think his most powerful point is that trust kha,sa be built on purpose. The need for growth in most companies never stops; unfortunately, the growth of sales people does.

Good inquiry is essential and most often the more kjalsa portion of the balance — and it is still only part of the equation. You need to know what to do and then do your best.