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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Lets Get Real or Lets Not Play

Before any interaction, clear out any internal or external pressures that might cause you to be incongruent with that intent. First of all, Mahan, thank you very much for speaking with us here today.

khalsw If you find it is going to be a challenge to meet your word, communicate the difficulty to the other person. Blinding flash of the obvious — to gain trust, you have to be trustworthy. Available for download now.

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

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. To create a trust based organization everyone has to believe that our self-interests are served by ohalsa our customers reach their self-interests.

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Interviews with Experts in Trust series. Your kjalsa equation is certainly a good, well-tested definition. To remedy that, I was fortunate enough to get accepted at Harvard Business School, which was nearby. There were times I thought I had it all together—and still fell flat on my face. Unfortunately, the lists can be long. And what is mahn link with sales and change management?

Amazon Amhan Stream millions of songs. You have the ear of a lot of people—some of whom even read this blog! Leaders in organizations have many levers they can pull that will influence what behaviors their people adopt and apply. Following my MBA, I founded a computer systems company.

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PaperbackAudio CD. ComiXology Thousands of Digital Kualsa. Add to Cart Add to Cart. Of course, as you well know, all the hard earned work can vanish suddenly if the bond is broken.

Amazon Second Chance Pass it on, trade it in, give it a second life. You can communicate your intent without even saying a word. See full terms and conditions and this month’s choices. 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.

When that belief permeates an organization and is backed by action, process, and rewards—not just value statements—trust can become a competitive advantage.

Read the complete Trust Quotes series. The need for growth in most companies never stops; unfortunately, the growth of sales people does. The Helping Clients Succeed coursework has been taught in over forty countries in nine different languages. It contends that the quality and quantity of mindful practice and application is what separates star performers from the decent, average, and poor performers. Only 3 left in stock – order soon.

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As you say, there are many definitions, permutations, elements to trust — it has multiple and complex equivalents.

Amazon Renewed Refurbished products with a warranty. There’s a problem loading this menu right now.

Free eBook offer available to NEW subscribers only. So the better job we do khals understanding, articulating the key beliefs the client needs to resolve, both intellectually and emotionally, the better job we are likely to do demonstrating how we and our solution can address those beliefs.

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

Trust is hard to measure, and value is a lagging indicator. A little complex, but yes. Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, the creator of the Helping Clients Succeed sales improvement program taught in over 40 countries and 10 different languages.

Remember, beliefs are often unclear or not well articulated. I think his most powerful point is that trust can be built on purpose. Most professional sellers have good intent.

On the other hand, salespeople fear they won’t make the sale. Deliberate practice is not ordinary practice. Say it, Do it.