The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren’t, both lose. It’s no longer sufficient to get clients to buy-a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners: • Start new business from scratch in a way both salespeople and clients can feel good about • Ask hard questions in a soft way • Close the deal by opening minds
What Referrals Are Saying
This is a marvelous book! Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground.
Stephen Covey
Stephen R. Covey (Author of "The 7 Habits of Highly Effective People")
Book Authors
Randy Illig
When it comes to sales and leadership, Randy Illig is one of the go-to professionals. An idea guy with a point of view who has an uncanny ability to also be a great listener, Randy is the global leader of Franklin Covey’s Sales Performance Practice which helps to train, consult, and coach clients on how to win more profitable business. He’s an avid reader in the sales space, constantly challenging his own ideas and those of others. He consults from experience, having successfully founded, built and sold two successful companies, winning awards along the way including Ernst & Young’s Top CEO under 40; CEO of one of Inc 500’s fastest-growing companies, and the Arthur Anderson Strategic Leadership award. Most importantly, Randy is known for his sense of humor and storytelling. A native New Yorker, Randy enjoys time on the farm with his wife in upstate NY and spends the winters in Florida. In 2013, Franklin Covey acquired Ninety Five 5, LLC, a company Randy co-founded in 2007. Randy was the CEO. As an international company of sales and consulting professionals, Ninety Five 5 was a sales transformation firm with employees and partners in over 15 countries. The firm served clients in the technology, management consulting and business services sectors. His connection to Franklin Covey came as a result of being a client. Randy founded IT consulting firm Visalign, LLC in 1990 and grew the firm to more than 500 full-time employees before selling the firm to a private equity group. Visalign was a Microsoft Platinum partner and winner of Global Partner of the Year. The firm served IT organizations in pharmaceutical, utility, and financial services sectors. An alumnus of Penn State University Randy worked in sales and sales leadership before his entrepreneurial spirit led him to go out on his own. Randy knows the day to day of chasing a quota, managing, and leading sales teams, and working with clients.
Mahan Khalsa
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. He is currently a founding partner at Ninety Five 5 (Less Nonsense – More Sales). He has has consulted extensively with many Fortune 1000 companies, including Microsoft, Oracle, Accenture, Aon, Mercer, Motorola, HP, Dell, GE and others.
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