Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship

This has been one of the most life-changing books I have read about the consultative sales process. I was lucky to be at a training seminar with Mahan Khalsa in about 1998, and he taught us, like children, to learn the approach visually, by voice and with our hands. That memory stays with me 20 years later – unlike most other training.

The key take aways I had from this is about asking powerful questions and structuring an interview to get the important information out of it, rather than dive down rabbit holes, and you think it’s been productive but you haven’t heard the real issues facing your client.

The second thing I learnt was listening for ‘yellow lights’ with a client, and rather than reactively responding to them, using them to understand further what’s happening with the client.

In the end if you are not building a solution that exactly meets your customers’ needs they will not be satisfied and you will have wasted your time … so the whole purpose is to help both parties get to that point.

The Anatomy of Peace: How to Resolve the Heart of Conflict

How do you break out of conflict? Have you ever been so angry and cross with a colleague or family member that their very presence makes you angry. In this book they explore how are very actions to correct or punish another person drives them to the very behaviours we don’t want to happen.
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Words That Change Minds: The 14 Patterns for Mastering the Language of Influence

When you are in marketing or sales it’s very easy to think that all customers are the same – so if your presentation works for one person, it must work for all. In this book Shelle Rose Charvet takes the NLP thinking and condenses it in to a practical guide to understanding other people, and then using the words and ideas that resonate with them.

If you are in sales and marketing – then her guide for running a quick interview is a great way of understanding the motivation and criteria another person uses to buy – and then match your message to their needs. 

Buy-In: Saving Your Good Idea from Getting Shot Down

John Kotter is a Harvard Professor and has dedicated his life to change management in the corporate world. This book is about getting buy into your ideas. It’s something relevant at work, and also clubs and societies outside work. In fact many of the push backs that the book covers, are ones that you face in relationships. Read more