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Reviews of : Let’s Get Real or Let’s Not Play by Mahan Khalsa PDF Book
Inside this Book – There is a level at which consultants and clients share identical, mutual self- interests. Both want a solution that exactly meets the clients’ needs. If clients do not perceive they are getting a solution that meets their needs, they can choose to do nothing or go somewhere else. If enough clients make either choice, consultants start hurting. It can be even worse for you if clients do buy your solution and then discover that it does not meet their needs. In that case, you can spend all of your profits (sometimes more) trying to make it right. If you can’t make it right, you have an unhappy, non reference able client. Sometimes you spend the effort and money to make it right and still end up with a dissatisfied and disenchanted client. Furthermore, the Internet makes it easy for buyers to widely broadcast their experiences—whether positive or negative. The authors have worked with companies that have lost hundreds of millions of dollars on sales they wish they had never made. Consultants clearly lose when clients think they are not getting a solution that truly meets their needs. Clients lose as well. If they do not buy a solution, all the problems they were hoping to resolve go unsolved. All the results they hoped to achieve are not attained. If they do buy a solution and it does not meet their needs, they waste a great amount of money and time in the solution-acquisition and implementation processes, and still forgo the expected economic benefits. With each additional attempt to create a solution, both consultants and client sponsors are met with exponentially more cynicism and resistance, and less likelihood of success.
Inside this book –Let’s Get Real or Let’s Not Play PDF Book by Mahan Khalsa – Qualification is a process of mutual exploration and, we hope, mutual understanding. Both we and the client are making decisions about good fit and about a solution that will precisely meet the client’s needs. Mutual exploration takes more time at the beginning of the relationship. It is critical that we use that time to make wise decisions about whether to proceed or to not proceed. “Not a good fit” is a great conclusion, if arrived at early. It is a horrible miscalculation if arrived at late. Poor qualification results in lost sales and markedly drives up business development costs. Extracting energy and resources from low-probability opportunities and investing them in high- probability opportunities is critical to our individual and organizational success.
Let’s Get Real or Let’s Not Play by Mahan Khalsa PDF : eBook Information
- Full Book Name – Let’s Get Real or Let’s Not Play
- Author of this Book – Mahan Khalsa
- Language – English
- Book Genre – Business, Self Help
- Download Format – PDF
- Size – 4.1 MB
- eBook Pages – 330
- Price – Free