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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Despite our success something important was missing. First of all, Mahan, thank you very much for speaking with us here today. Of course, as you well know, all the hard earned work can vanish suddenly if the bond is broken. I would say the focus on beliefs is practical, powerful, mqhan transformational, and for most people, under developed. Please try your request again later.

However, as Geoff Colvin states in Talent is Overrated. 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. East Dane Designer Men’s Fashion. Yet eventually, everything started to come together. Unfortunately, the lists can be long. Sign up and get a free eBook! There were times I felt very honorable—and failed miserably. Before any interaction, clear out any internal or external pressures that might cause you to be incongruent with that intent.

Remember, beliefs are often unclear or not well articulated. Add to Cart Add to Cart. 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.


However, part of the lifestyle was to take what you gained from your morning discipline and apply it in the everyday world. Amazon Advertising Find, attract, and engage customers. We hold two beliefs that happen to be backed by considerable data, research, and direct experience: If they “lose” enough sales, they won’t make quota, and they won’t personally succeed. In their quest to “close the deal,” even some of the world’s largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.

Most professional sellers have good intent. We feel there are ways of interacting that better benefit both parties and that doing so is a good contribution to the kind of world we want to live in. Tell us what you like, so we can send you books you’ll love.

The meaning they add to facts depends on their current story [their beliefs].

Buyers prove themselves right mhan create higher hurdles. So constant attention to language and behaviors is critical — and learnable, and improvable. To create a trust based organization everyone has to believe that our self-interests are served by helping our customers reach their self-interests.

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Lets Get Real or Lets Not Play

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 khalsz, high ROI or low, and so on.

Deliberate practice is not ordinary practice. Be crystal clear on your intent and how it serves the interests of the other person s —even as it serves your own.


Yet most also consistently engage in actions that are not value adding—for them or for their customers. Back in October I started this blog, Trust Matters, by looking back from the vantage point of my 30th Put in all the things you hate when sellers try to manipulate rather than serve your interests. PaperbackAudio CD. Say it, Do it. Get to Know Us. 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.

Because they aren’t trusted, sellers have to guess, and often guess wrong. I like the idea that you focus heavily on beliefs: Trust with others — and in ourselves, for that matter—can be exercised like a muscle. By clicking ‘Sign me up’ I acknowledge that I have read and agree to the privacy policy and terms of use. Deliberate practice is the key to improvement.

Trust, Sales and Getting Real: Interview with Author Mahan Khalsa | Trusted Advisor

There’s a problem loading this menu right now. 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.

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