ISBN Let’s Get Real or Let’s Not Play

Let’s Get Real or Let’s Not Play

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.

Too often, the sales process is all about fear.

Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.

Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren’t, both lose. It’s no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.

This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:

·    Start new business from scratch in a way both salespeople and clients can feel good about 
·    Ask hard questions in a soft way 
·         Close the deal by opening mindsClose the deal by opening minds


About author(s)
Mahan Khalsa is the founder of the FranklinCovey Sales Performance Group. Mahan is a world-renowned expert in business development and business-to-business sales, and he has worked with many clients, including Accenture, Aon, EDS, Microsoft, and Oracle. Mahan is a highly sought-after speaker, author, and business consultant who has helped clients earn billions of dollars in sales. He graduated with honors in economics from the University of California, Los Angeles, and has an MBA from Harvard University. Mahan is a founder and partner in the company Ninety Five 5 LLC, a FranklinCovey joint venture.

Randy Illig is a senior consultant at the FranklinCovey Sales Performance Group (SPG). Randy joined the SPG team because of his firsthand experience and success with the group’s Helping Cilents Succeed® (HCS) sales process. He now trains, consults, and coaches clients on how to win more profitable business by using the HCS sales process. Randy is partner with Ninety Five 5 LLC, a FranklinCovey joint venture, and serves as its CEO. He is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award.