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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Available for download now. Add to Cart Add to Cart. We hold two beliefs that happen to be backed by considerable data, research, and direct experience:. Buyers don’t trust sellers. There were times I was successful in getting immediate revenue—and magan my values and probably my long-term relationship with the customer.

If that little bit is rewarded, they can risk a little more, and so on. Mauan, one of my later clients was FranklinCovey. Typically, we find that three things flow together, up or down: Interviews with Experts in Trust series.

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If you say it, do it. Shopbop Designer Fashion Brands. As it has developed, sales has often become a fear-based relationship. The good news is that you can get crystal clear on your intent and how it is mutually beneficial, and you khalas practice becoming completely congruent with that intent before picking up the phone or walking into a room.


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

East Dane Designer Men’s Fashion. PaperbackAudio CD. Withoutabox Submit to Film Festivals. However, the flow of meaningful information beliefs and facts from the right people decision makers and influencers is a good leading indicator of whether trust exists and value will follow.

Get fast, free shipping with Amazon Prime. Kunden zum Erfolg verhelfen: Your goal is to introduce a new story that will let your facts in. Yet eventually, everything started to come together. If they “lose” enough sales, they won’t make quota, and they won’t personally succeed. Must redeem within 90 days. We feel there are ways of interacting that better benefit both parties and that doing kbalsa is a good contribution to the kind of world we want to live in.

Deliberate practice is the key to improvement. A little complex, but yes. For many people, the beliefs that underlie their actions and decisions are unconscious or at least not clearly articulated. When that belief permeates an organization and is backed by action, process, and rewards—not just value statements—trust can become a competitive advantage. You can communicate your intent without even saying a word. They may get more comfortable; they may make the minor improvements they need to make just to stay even.

How they see the world through their beliefs determines what they do —which in turn determines the results they get. You have the ear of a lot of people—some of whom even read this blog! The new title goes to the essence of what we are about — creating a substantial improvement in the mutual success and satisfaction of both buyers and sellers.


Customer focus is not just a tag line. Amazon Advertising Find, attract, and engage customers. They know manipulation and deceit hurt rather than build long-term sales success. Selling is the second oldest profession, often confused with the first.

I think that in inquiry, a key skill is to consciously, with our words and behavior, create a container of safety where people can freely express what they think, feel, believe to be true.

I asked Neil Rackham if there was one, over-arching biggest single problem in the field of selling, and he said yes—for him it was the tendency to jump to solutions before having completed the questioning process.

Ninety Five 5 concentrates on execution and measurable results, using training as only one part of a systemic improvement initiative. If you find it is going to be a challenge to meet your word, communicate the difficulty to the other person. It has been an excellent relationship for all concerned.

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. What do you think is the most powerful point he makes about trust? Trust is hard to measure, and value is a lagging indicator. Thank you for signing up, fellow book lover! My first encounters with selling were painful.