Let's Get Real or Let's Not Play

Fülszöveg

Advance praise for
Lefs Get Real or Lefs Not Play
"Let's Get Real or Let's Not Play elevates the professions of selling and business development to a new level through sound business thinking and genuine care for others."
-JEAN-PHILIPPE COURTOIS, President, Microsoft International
"This book tells you not only what to do but how to do it to truly understand clients' needs, help them succeed, and win their business. Let's Get Real or Let's Not Play is a must-read book for everyone involved in sales." —STEVE SHUCKENBROCK,
President, Global Services, and CIO, Deli
"An astonishing breakthrough book that transforms the buyer-seller relationship into an honorable and positive human relationship. Should be required reading for all of us interested in awe-inspiring results." —WARREN BENNIS, Distinguished Professor of Business, University of Southern California; coauthor of Judgment: How Great Leaders Make Winning Calls and author of On Becoming a Leader
"Let's Get Real or Let's Not... Tovább

Fülszöveg

Advance praise for
Lefs Get Real or Lefs Not Play
"Let's Get Real or Let's Not Play elevates the professions of selling and business development to a new level through sound business thinking and genuine care for others."
-JEAN-PHILIPPE COURTOIS, President, Microsoft International
"This book tells you not only what to do but how to do it to truly understand clients' needs, help them succeed, and win their business. Let's Get Real or Let's Not Play is a must-read book for everyone involved in sales." —STEVE SHUCKENBROCK,
President, Global Services, and CIO, Deli
"An astonishing breakthrough book that transforms the buyer-seller relationship into an honorable and positive human relationship. Should be required reading for all of us interested in awe-inspiring results." —WARREN BENNIS, Distinguished Professor of Business, University of Southern California; coauthor of Judgment: How Great Leaders Make Winning Calls and author of On Becoming a Leader
"Let's Get Real or Let's Not Play provides sound advice for moving from transactional buyer-seller to trusted person-to-person relationships. It teaches how to get back to the fundamentals of listening effectively—both to your client and to your gut."
—MARK HAWN, Managing Director, Sales Effectiveness, Accenture
"Finally a real book that's about the complicated relationships between sales professionals and clients! A picture may be worth a thousand words, but this book is jam-packed with a message and words that will make a real difference!" —JEFFREY W. HAYZLETT,
Chief Business Development Officer and Vice President, Eastman Kodak Company
"This is not just another good book—this is an absolutely amazing book, one of the best books on sales I have ever read!" —STEPHEN M.R. COVEY, bestseiling author of
The Speed of Trust
U.S. $26.95 Canada $29.50
"We think of sales as the process of helping clients succeed in a way they feel good about. To us, helping clients succeed is not a euphemism for sales—it is the essence of sales."
Too often, selling and buying are both based on fear. Clients are afraid of being talked into a mistake. Salespeople are afraid they won't be able to close the deal and make their quotas. As a result, buyer and seller end up working against each other, often creating all sorts of dysfunctional practices.
Mahan Khalsa and Randy Illig, of FranklinCov-ey's acclaimed Sales Performance Group, offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. It's no longer sufficient to get clients to buy—you must also help the client reduce costs, increase revenues, and improve productivity, quality, or customer satisfaction. When that happens, both buyer and seller win. When it doesn't, both lose.
Let's Get Real or Let's Not Play is based on the unique process, skills, and tools developed by the FranklinCovey Sales Performance Group, and applied by real sales leaders and salespeople around the world. These practices can help you: • Create new business opportunities from scratch in a way all parties can feel good about.
(coiiliiiiii'it (!11 lutckjlnp) ) 108

(conlintieil from front flap)
• Structure the conversation to truly understand a client's real needs and build trust.
• Engage people in honest dialogue by asking hard questions in a soft way, then listening.
• Close the deal by opening minds, and grow business.
Above all, you will learn the power of "getting real" —which the authors define as being authentic, saying exactly what you mean, and acting on your values. Getting real means challenging lazy thinking and penetrating facades, games, defenses, fears, and illusions. It's the best way to build rewarding, productive business relationships—and to deliver consistently better results.
Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, and Randy Illig is a key leader of the group. The authors have consulted extensively with many Fortune 1000 companies, including EDS, Microsoft, Oracle, Accenture, Aon, Motorola, and GE Real Estate. The FranklinCovey Sales Performance Group (www.FranklinCovey.com/spg) is based in Salt Lake City, Utah. Vissza