Sales & Marketing Management - March/April 2008 - (Page 21) Lessons Master Mahan Khalsa, VP of the FranklinCovey Sales Performance Group, rewrites the selling playbook By Mike McCue My first encounters with 20th-Century selling were painful. I was working my way through college and needed a job. I took a position as a door-to-door salesman. The person who trained me made it look easy. He had a great territory and when he knocked on the door, people would say, “John—good to see you. What do you have for me today?” I thought to myself, “I can do this!” Of course, I was assigned to the worst part of town. I would knock on the door and people would pull down their shades or scream epithets at me. The routine was: knock on the door, get rejected, repeat 50 to 100 times to get a sale. That was my process. And then when I finally did make a sale, I would have to deliver it a week later only to find no one home, they didn’t have the money, they didn’t live there any more whatever. It was brutal. It hurt bad. www.salesandmarketingmanagement.com photo by Annika Khalsa hat excerpt comes from the first page of Mahan Khalsa’s successful book, Let’s Get Real or Let’s Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed (soon to be published in a new edition by the Penguin Group). And having read it, you’ve probably surmised T 7 MARCH/APRIL 2008 SALES &MARKETING MANAGEMENT 21 http://www.salesandmarketingmanagement.com
Table of Contents Feed for the Digital Edition of Sales & Marketing Management - March/April 2008 Sales & Marketing Management - March/April 2008 Contents Editor's Letter Brian Tracy University Sales Marketing Management Cover Story: Lessons From the Master Maximum Mobility Training Technology Incentives/Motivation Travel/Meetings Book Excerpt - Value Merchants The Way I See It - End the Discounting Habit Sales & Marketing Management - March/April 2008 Sales & Marketing Management - March/April 2008 - Sales & Marketing Management - March/April 2008 (Page Cover1) Sales & Marketing Management - March/April 2008 - Sales & Marketing Management - March/April 2008 (Page Cover2) Sales & Marketing Management - March/April 2008 - Sales & Marketing Management - March/April 2008 (Page 1) Sales & Marketing Management - March/April 2008 - Sales & Marketing Management - March/April 2008 (Page 2) Sales & Marketing Management - March/April 2008 - Contents (Page 3) Sales & Marketing Management - March/April 2008 - Contents (Page 4) Sales & Marketing Management - March/April 2008 - Editor's Letter (Page 5) Sales & Marketing Management - March/April 2008 - Brian Tracy University (Page 6) Sales & Marketing Management - March/April 2008 - Brian Tracy University (Page 7) Sales & Marketing Management - March/April 2008 - Sales (Page 8) Sales & Marketing Management - March/April 2008 - Sales (Page 9) Sales & Marketing Management - March/April 2008 - Sales (Page 10) Sales & Marketing Management - March/April 2008 - Sales (Page 11) Sales & Marketing Management - March/April 2008 - Marketing (Page 12) Sales & Marketing Management - March/April 2008 - Marketing (Page 13) Sales & Marketing Management - March/April 2008 - Marketing (Page 14) Sales & Marketing Management - March/April 2008 - Marketing (Page 15) Sales & Marketing Management - March/April 2008 - Management (Page 16) Sales & Marketing Management - March/April 2008 - Management (Page 17) Sales & Marketing Management - March/April 2008 - Management (Page 18) Sales & Marketing Management - March/April 2008 - Management (Page 19) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 20) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 21) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 22) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 23) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 24) Sales & Marketing Management - March/April 2008 - Cover Story: Lessons From the Master (Page 25) Sales & Marketing Management - March/April 2008 - Maximum Mobility (Page 26) Sales & Marketing Management - March/April 2008 - Maximum Mobility (Page 27) Sales & Marketing Management - March/April 2008 - Maximum Mobility (Page 28) Sales & Marketing Management - March/April 2008 - Maximum Mobility (Page 29) Sales & Marketing Management - March/April 2008 - Training (Page 30) Sales & Marketing Management - March/April 2008 - Training (Page 31) Sales & Marketing Management - March/April 2008 - Training (Page 32) Sales & Marketing Management - March/April 2008 - Technology (Page 33) Sales & Marketing Management - March/April 2008 - Technology (Page 34) Sales & Marketing Management - March/April 2008 - Technology (Page 35) Sales & Marketing Management - March/April 2008 - Incentives/Motivation (Page 36) Sales & Marketing Management - March/April 2008 - Incentives/Motivation (Page 37) Sales & Marketing Management - March/April 2008 - Incentives/Motivation (Page 38) Sales & Marketing Management - March/April 2008 - Incentives/Motivation (Page 39) Sales & Marketing Management - March/April 2008 - Travel/Meetings (Page 40) Sales & Marketing Management - March/April 2008 - Travel/Meetings (Page 41) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 42) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 43) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 44) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 45) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 46) Sales & Marketing Management - March/April 2008 - Book Excerpt - Value Merchants (Page 47) Sales & Marketing Management - March/April 2008 - The Way I See It - End the Discounting Habit (Page 48) Sales & Marketing Management - March/April 2008 - The Way I See It - End the Discounting Habit (Page Cover3) Sales & Marketing Management - March/April 2008 - The Way I See It - End the Discounting Habit (Page Cover4)
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