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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Buyers prove themselves right and create higher hurdles. The good news is that you can get crystal clear on your intent and how it is mutually beneficial, and you can practice becoming completely congruent with that intent before picking up the phone or walking into a room. Most only are willing to do that if they feel the information they share will be used for them rather mauan against them — they have to trust our intentour purpose in asking questions.

Even when great intent is present, there is a lot of kbalsa for improvement in eliminating dysfunctional behaviors.

Most professional sellers have good intent.

Luckily, one of my later clients was FranklinCovey. I would modify the statement a bit and say people decide based on beliefs — what they believe to be good or bad, right or ,ahan, useful or not, meaningful or not important, high ROI or low, and so on.

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


Lets Get Real or Lets Not Play

Build the power of your word. Learn more at Author Central. I thought others might benefit from what I had learned. What do mahxn think is the most powerful point he makes about trust?

There were times I felt very honorable—and failed miserably. Trust with others — and in ourselves, for that matter—can be exercised like a muscle.

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

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 khlasa issue is how to align the organization to make deliberate practice a way of life that is encouraged, expected, and rewarded. Amazon Drive Cloud storage from Amazon.

Amazon Restaurants Mahann delivery from local restaurants. If you find it is going to be a challenge to meet your word, communicate the difficulty to the other person. To that point, you have talked about how you integrated sales with change management and the science of expert performance.

If they “lose” enough sales, they won’t make quota, and they won’t personally succeed. There’s a problem mmahan this menu right now. Read the complete Trust Quotes series. East Dane Designer Men’s Fashion.

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Low to High Price: Only 3 left in stock – order soon. Tell us what you like, so we can send you books you’ll love. Deliberate practice is the key to improvement. When people can sense that your intent serves their best interests, they are willing to open the trust valve at least a little.

Put in all the things that detract from rather than aid in producing both the results and relationships to which both parties aspire.

ComiXology Thousands of Digital Comics. Back in October I started this blog, Trust Matters, by looking back from the vantage point of my 30th People have to trust that what you will do will really get them the results and relationships they want, they have to trust that you will actually do what you say you will do, and trust that what you do will be performed in their best interests — or that your best interests are best served by helping them get their best interest met, which indeed certainly seems to be the case.


Mahan Khalsa is one of the more respected names in the field of complex sales. Amazon Second Chance Pass it on, trade it in, give it a second life. Amazon Advertising Find, attract, and engage customers. I was working my way through college and needed a job, and took a position as a door-to-door salesman.

Withoutabox Submit to Film Festivals. As it turns out, training, by itself, no matter how good it is, starts fading the moment the trainer leaves. They may get more comfortable; they may make the minor improvements they need to make just to stay even. Available for immediate download. If you have two you can usually get the third. Let me just interrupt there, sorry. There were times I was successful in getting immediate revenue—and compromised my values and probably my long-term relationship with the customer.

Yet most also consistently engage in actions that are not value adding—for them or for their customers. If you say it, do it. If you need to meet your word, meet it.

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