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Let's get real or let's not play: transforming the buyer/seller relationship

Author: Khalsa, Mahan ; Illig, RandyPublisher: Portfolio, 2008.Language: EnglishDescription: 263 p. : Ill. ; 25 cm.ISBN: 9781591842262Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5415.55 .K43 2008
(Browse shelf)
Available 900201335
Total holds: 0

Includes index


Let's Get Real or Let's Not Play Transforming the Buyer/Seller Relationship Contents Foreword Preface Introduction xi xv 1 7 7 10 13 16 19 24 28 31 37 46 47 47 48 52 54 55 70 79 80 81 82 94 95 104 115 CHAPTER ONE: KEY BELIEFS Key Belief No. 1: Consultants and Clients Want the Same Thing Key Belief No 2: Intent Counts More Than Technique (and Technique Is Still Important) Key Belief No. 3: Solutions Have No Inherent Value Key Belief No. 4: Methodology Matters: The ORDER Model Key Belief No 5: World-Class Inquiry Precedes World-Class Advocacy CHAPTER TWO: QUALIFYING: OVERVIEW No Guessing Slow Down for Yellow Lights CHAPTER THREE: QUALIFYING OPPORTUNITIES The Opportunity Checklist Structuring the Opportunity Conversation Move off the Solution Get Out All of the Issues Prioritize the Issues Gather Evidence and Impact Explore Context and Constraints CHAPTER FOUR: QUALIFYING RESOURCES Time People Money CHAPTER FIVE: QUALIFYING DECISIONS Articulating and Influencing the Decision Process Gaining Access to Key Stakeholders Understanding Decision Criteria CHAPTER SIX: WINNING: THE ART OF ENABLING DECISIONS Don't Present Until You Are Ready to Present The Meeting Plan--Present to Enable a Decision End in Mind Key Beliefs Proof /Action Questions Yellow Lights Next Steps and Agenda Results "Yes, Let's Do "No, Thank You?' No decision CHAPTER SEVEN: INITIATING NEW OPPORTUNITIES Prioritize: Do Fewer, Do Them Better Prepare Personalize: No Cold Calls! Get A Referral to the Client Practice Pre-positioning Meetings for Success LAST WORDS Appendix One: Summary and Quick Reference Appendix Two: Creating and Applying an Intent Statement Appendix Three: Getting People to Call You Acknowledgments Notes About the Authors Index 233 253 255 121 122 128 130 134 137 139 144 165 167 167 169 169 170 172 173 187 193 196 199 201 219 225 229

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