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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What do you think is the most powerful point he makes about trust? Be so clear that it becomes easy and natural to be fearless, be flexible, and have fun.

Lets Get Real or Lets Not Play

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 was the tendency to jump to solutions before having completed the questioning process. Buyers don’t trust sellers. We hold two beliefs that happen to be backed by considerable data, research, and direct experience:. What I had experienced was abusive to both buyer and seller. Not only was I successful at that which I once feared and hated, it became what I most enjoyed.

Amazon Advertising Find, attract, and khalssa customers. How they see the world through their beliefs determines what they do —which in turn determines the results they get. Available for download now. Good inquiry is essential and most often the more undeveloped portion of the balance — and it is still only part of the equation.


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

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 mahzn is learnable — if we are willing to practice.

Let me just interrupt there, sorry. Put in all the things that detract from rather than aid in producing both the results and relationships to which both parties aspire.

Mahan Khalsa is one of the more respected names in the field of complex sales. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed. As you say, there are many kha,sa, permutations, elements to trust — it has multiple and complex equivalents.

They know that building trust is essential to both creating and capturing value.

Let your intent manifest with clarity and congruency through what you say, how you say it, what you look like, and what you do. Kbalsa more at Author Central.

And so it goes, with neither client nor consultant achieving success. 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.


Selling is the second oldest profession, often confused with the first. How did you come to make that connection? Be crystal clear on your intent and how it serves the interests of the other person s —even as it serves your own. Are you an author?

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

This program teaches you to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. What would you suggest are the top few things khzlsa can do as individuals to increase trust in the workplace?

East Dane Designer Men’s Fashion. The Helping Clients Succeed coursework has been taught in over forty countries in nine different languages. English Choose a language kjalsa shopping. Tell us what you like, so we can send you books you’ll love.

If you need to meet your word, meet it. How did you come to be involved in the field of selling?

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Say it, Do it. A little complex, but yes. So yes; I believe the focus on understanding and addressing key beliefs is critical to helping clients succeed.