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According to Khalsa and Illig, the key to successful selling is to focus 100% on helping clients succeed. “The word ’selling’ is tainted with the association of a person doing something to somebody, rather than for or with them,” the authors explain. “We think of selling as the process of helping clients succeed in a way they feel good about. To us, helping clients succeed is not a euphemism for sales - it is the essence of sales.”

In LET’S GET REAL OR LET’S NOT PLAY, Khalsa and Illig explain how salespeople can “get real.” They advise readers to not only focus on their sales numbers and making quotas but to engage their customers in open, honest discussions about their real needs, which build quality relationships based on credibility, trust and mutual respect. Readers will learn how to increase their sales performance through selling strategies and sales tips such as:

• Focus on Warm Not Cold Calling Cold calls are time-consuming, annoying and ineffective. Khalsa and Illig recommend making “warm calls” instead. Rather than spending time reaching out to potential clients, salespeople can build a strong network in their marketplace that gets people to call them. The authors share tips for building a referral network and becoming an expert that people can reach out to.
• Mutually Explore Clients’ Problems Salespeople shouldn’t guess what problems clients are trying to solve and what results they want to achieve. Khalsa and Illig introduce a new option: mutual exploration. They share tips that will allow salespeople and clients to mutually search for a solution that meets the client’s needs, including asking tough questions, establishing clear definitions of key words and phrases and learning to speak the client’s language.
• Slow Down For Yellow Lights Clients will often give signals about how they are feeling and what they are thinking. These verbal and visual communications often hint at doubts, concerns or fears that a client might have about a sale. Khalsa and Illig warn against the tendency to panic in these situations and share advice for turning a yellow light into a green light, including how to understand the true nature of the client’s concern; correctly phrasing redirection questions; utilizing metaphors and stories; and reframing client perceptions.
• Develop A Meeting Plan The purpose of a sales presentation is to enable a decision, not to inform, educate or entertain. Khalsa and Illig introduce the idea of a meeting plan, which will help salespeople shorten the sales cycle, effectively advocate a solution and obtain a decision more quickly.

LET’S GET REAL OR LET’S NOT PLAY introduces a proven, dynamic approach to the selling process that will change the face of sales relationships. It is an essential tool for all sales professionals whose goal is to set themselves apart from their competition and build long-lasting and profitable relationships.

LET’S GET REAL OR LET’S NOT PLAY

Transforming The Buyer/Seller Relationship

ISBN: 978-1-59184-226-2

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