Winning - The Drawing Board | The Dotted Line

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Mahan Khalsa talks to us about how to win at sales.

Many people think that sales closers are what they need on their team but if you lack the opening game and middle game, then their end game doesn't matter. You win by creating value for a client. You have to win before your present, and then present to win.
The purpose of a sales presentation is enable a decision, not to educate or entertain. Helping people make a decision in their own best interest will also operate in your best interest. Clients don't need information that isn't organized around a decision making process, whether it's a supporting decision or a final decision.
We also need to realize that winning does not happen when you receive a paycheck, but when the client gets the results and relationships that they want. Quality drives quantity. If they get the quality results they expect, they're more willing to spend more on your relationship.


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