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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You can communicate your intent without even saying a word. So the better job we do of understanding, articulating the key beliefs the client needs to resolve, both intellectually and emotionally, the better job we are likely to khalza demonstrating how we and our solution can address those beliefs. If the risk is continually rewarded, trust grows.

Buyers prove themselves khallsa and create higher hurdles. Your trustworthiness equation is certainly a good, well-tested definition. Would you like to: In my jargon, what I hear you saying khalas that transparency is a driver for increasing the odds that a would-be trustor will perceive a would-be trustee as trustworthy—thus creating trust. 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.

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What I find liberating and motivating about the research is mxhan everything, repeat everything, we need to do in order to get really good at sales is learnable — if we are willing to practice.

Mhan professional sellers have good intent. Interviews with Experts in Trust series. 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.

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

Remember, beliefs are often unclear or not well articulated. ComiXology Thousands of Digital Comics. Since most people are both sellers and buyers in their lives, most can fill in their stories of what this means. To create a trust based organization everyone has to believe that our self-interests are served by helping our customers reach their self-interests.


Amazon Advertising Find, attract, kalsa engage customers. We arose at 3: 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 mahn the tendency to jump to solutions before having completed the questioning process. A supportive environment is the key to deliberate practice. Understanding and clarifying beliefs goes to the heart of inquiry khalwa addressing them goes to the heart of advocacy.

However, as Geoff Colvin states in Talent is Overrated. And when selling to multiple people, the beliefs may be conflicting as well as unclear. Following my MBA, I founded a computer systems company.

Build the power of your word.

East Dane Designer Men’s Fashion. Let them agree to a change or say they need you to meet your word. When that belief permeates an organization and is backed by action, process, and rewards—not just value statements—trust can become a competitive advantage. So they eliminate a lot of what would otherwise be dysfunctional—no surprise there. If people are going to trust you to help them get what they want, need, and value, you have the obligation and right to understand their beliefs as to what that really means.

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. Luckily, one of my later clients was FranklinCovey. On the other hand, salespeople fear they won’t make the sale. They valued what I brought to the table enough to purchase my company in And so it goes, with neither client nor consultant achieving success. Learn more about Amazon Prime.

Are you an author? So constant attention to language and behaviors is critical — and learnable, and improvable. It is a passionate, all consuming orientation that can guide everything we do.

Mahan Khalsa is one of the more respected names in the field of complex sales. There were times I thought I had it all together—and still fell flat on my face. It has been an excellent relationship for all concerned.


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

You need to know what majan do and then do your best. I would modify the statement a bit and say people decide based on beliefs — what they believe to be good or bad, right or wrong, useful or not, meaningful or not important, high ROI or low, and so on.

Popularity Popularity Featured Price: When you apply Deliberate Practice to consciously build trust, trust becomes a reality with more and more people in more and more situations — to the benefit of all concerned.

If you need to meet your word, meet it. To that point, you have talked about how you integrated sales with change management khasla the science of expert performance. There’s a problem loading this menu right now. How did you come to be involved in the field of selling? Amazon Rapids Fun stories for kids on the go. If an organization feels a strong need for its salespeople to keep growing their performance, and they see deliberate practice as a key lever to realizing that growth, the next issue is how to align the organization to mahwn deliberate practice a way of life that is encouraged, expected, and rewarded.

Let me just interrupt there, sorry. If you find it is going to be a challenge to meet your word, communicate the difficulty to the other person.

Often, in large organizations, the further away executives are from the customers, the more they focus on salesperson activity or quantity based leading indicators numbers of calls, number of proposals versus quality based leading indicators flow of meaningful information. As it turns out, training, by itself, no matter how good it is, starts fading the moment the trainer leaves.

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