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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship | 
 enlarge | Author: Mahan Khalsa
Publisher: PORTFOLIO
Category: Book
List Price: £15.99
Buy New: £11.84
You Save: £4.15 (26%)
New (9) Used (4) from £11.84
Avg. Customer Rating:  2 reviews
Sales Rank: 89262
Media: Hardcover
Number Of Items: 1
Pages: 256
Shipping Weight (lbs): 1.1
Dimensions (in): 9.4 x 6.1 x 1.2
ISBN: 1591842263
Dewey Decimal Number: 658.8
EAN: 9781591842262
ASIN: 1591842263
Publication Date: December 4, 2008
Availability: Usually dispatched within 1-2 business days
Condition: Brand new! Ships to anywhere in the United Kingdom! Orders only take 7-10 days! We specialize in service to the U.K. and only ship airmail.
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| Customer Reviews:
Adds Structure to Managing Successful Client Engagement January 22, 2003
9 out of 11 found this review helpful
Covey takes the selling process very seriously in his book.
Covey offers a methodology for approaching the sales cycle that above all recognises every client is different and a 'one style fits all' approach is just not effective.
He examines the verbal nnd non verbal signals client give, as well as how to use these signals for objection handling and closing.
Central to his thinking is the idea that solutions only have value to the client if it actually fixes a problem or achieves a result; In itself a proposal for a solution is not therefore enough to gain client acceptance. If the solution is not correct he argues one should walk away to maintain credibility, or offer a new solution
Above all the process Covey advocates makes one think very hard before and during a sales engagement. Read this book and you will never again hold a meeting with a client off the cuff.
Rethink the way you sell, Xcellent. July 13, 2001
2 out of 4 found this review helpful
An excellent overview on how to shift from pushing product to facilitating an environment in which the customer will buy and buy and buy. Great theory to go over again and again.
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