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Helping Clients Succeed™: Customer Testimonials
Participant Feedback - 2010 |
| "Elevates the professions of selling and business development to a new level through sound business thinking and genuine care for others." President, Microsoft International |
| "Tells you not only what to do but how to do it to truly understand client's needs, help them succeed, and win their business." President Global Services and CIO, Dell |
| "Provides sound advice from moving from transactional buyer-seller to trusted person to person relationships. It teaches how to get back to the fundamentals of listening effectively - both to your client and to your gut." Managing Director, Sales Effectiveness, Accenture |
Quotes
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Recognitions |
| Training Industry Inc. Lists FranklinCovey Sales Performance Practice Among Nation's Top 20 Sales Methodology Training Companies Again, for Excellence in Sales Training, Selling Skills and Processes “We are not surprised that the FranklinCovey Sales Performance Practice was named for the second year in a row as one of the 2009 Top Sales Methodology Training Companies because of their excellence in sales process and selling skills training,” said Susan Niemchak, Managing Director, Sales Training Community, Training Industry, Inc. “We rigorously evaluated more than 200 companies in our evaluation process and we congratulate Franklin Covey Co. on making the prestigious list of the nation’s best sales training companies, again.” |
| FranklinCovey Sales Performance Practice has been named a 2010 Top Sales Methodology Training Company by TrainingIndustry.com for the third year in a row. “FranklinCovey’s Sales Performance Practice was selected because of their continued excellence in sales methodology training and in training sales professionals on selling skills and selling processes,” said Doug Harward, Chief Executive Officer of Training Industry, Inc. “We congratulate them in making this prestigious list for the third year in a row and for the contribution they make to the clients they serve and to the sales training industry as a whole.” |
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Testimonials |
| “The FranklinCovey Sales Performance Group and their Helping Clients Succeed (HCS) sales methodology continue to play a major role at EDS. They equip our sales teams with a proven framework for communicating with clients and prospects, focused on their businesses and agendas. “I’m a big believer in HCS because it gives us the skills, tools and confidence to have genuine client-centered conversations. With HCS as a foundation, we ask more effective questions, become better listeners, and build a more productive dialogue focused on clients’ business challenges all centered on providing solutions for their needs. Our deal qualification has improved because of the HCS methodology. It allows us to look at deals in a way that enables insight into what we need to know. Clients frequently tell us how much they enjoy engaging in dialogue with EDS. The focus of conversations is on understanding their business issues rather than giving a sales pitch. This proves to be a differentiator for us. HCS is also a key module within our Sales Development Program (SDP), which is designed to enhance new hires sales performance globally. With HCS helping to accelerate results for EDS, we have become worldwide business allies in our clients success.” - Dan Gallaway, Director of Global Sales, EDS |
| According to the ESR Sales Training Vendor Guide, “The FranklinCovey Sales Performance Group is the leader in sales solution effectiveness.” - Dave Stein, CEO of ES Research Group, publisher of the ESR 2008 Sales Training Vendor Guide (see more at: www.ESResearch.com/arena) |
| “SPG made a significant investment of time with us to fully understand our business. They have made a demonstrable, measurable impact on our ability to sell more effectively to the most senior-level contacts at our clients and prospects and have improved our business by teaching and coaching our best people on how to help our clients succeed They continually go the extra mile to help us get the results we hired them to help us achieve.” Senior VP of Sales, from a leading global HR Consulting firm. |
| “SPG helped us develop an executive relationship plan for a mega-deal. Our consultant helped significantly in facilitating our discussions, identifying and documenting ideas, and developing a strong initial call plan. We executed the strategy and have successfully closed a $700m+ deal!” Client from a leading global IT firm. |
| “One of our junior manufacturing specialists has been trying to close a sale for several months. He coincidently had another meeting scheduled with his client the day after the [Helping Clients Succeed (HCS)] training. He was having such a difficult time that he asked his team manager to assist. However, with the skills he learned in HCS, no assistance was required. According to the team manager, he masterfully took the client off the solution, identified/prioritized the issues, found the evidence, and the impact ($2.5 million of it). The client asked him for the proposal, and signed it on the spot!” Client from a manufacturing company. |
| “Helping Clients Succeed helped me close a deal worth over $400K by listening and probing effectively to understand a very unique problem my client had. It sounds so simple but I may have passed the solution by, and hence a deal, if it were not for the skills we learned in the HCS class.” Client from a leading global IT Company |
| “It was our SPG consultant’s credibility that enabled a possibly “not again” classroom instruction to be fresh and interesting. He presented the human side of sales and we identified with him. Our management and SPG consultant worked hard to produce real world scenarios and we appreciated that. That effort hasn’t been made before in any prior sales skills classes!” Client from professional services company. |
| “SPG’s coaching enabled our sales team to effectively construct key client messaging, call plan constructions, execution, and sales planning, and they helped us focus on the client.” Client from a global IT company. |
Helping Clients Succeed® is based on the book “Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship”. |
| “Let’s Get Real or Let’s Not Play elevates the professions of selling and business development to a new level through sound business thinking and genuine care for others.” —Jean-Philippe Courtois, President, Microsoft International |
| “Mahan Khalsa and Randy Illig prove that you can indeed create win-win by focusing entirely on helping clients succeed—and create a culture of excellence in any organization.”—Stephen R. Covey, author |
| “This book tells you not only what to do but how to do it to truly understand clients’ needs, help them succeed, and win their business. Let’s Get Real or Let’s Not Play is a must-read book for everyone involved in sales.” —Steve Shuckenbrock, President, Global Services, and CIO, Dell |
| “An astonishing breakthrough book that transforms the buyer-seller relationship into an honorable and positive human relationship Should be required reading for all of us interested in awe-inspiring results.” —Warren Bennis, Distinguished Professor of Business, University of Southern California; coauthor of Judgment: How Great Leaders Make Winning Calls and author of On Becoming a Leader |
| “Let’s Get Real or Let’s Not Play provides sound advice for moving from transactional buyer-seller to trusted person-to-person relationships. It teaches how to get back to the fundamentals of listening effectively—both to your client and to your gut.”—Mark Hawn, Managing Director, Sales Effectiveness, Accenture |
| “Finally a real book that’s about the complicated relationships between sales professionals and clients! A picture may be worth a thousand words, but this book is jam-packed with a message and words that will make a real difference!” —Jeffrey W. Hayzlett, Chief Business Development Officer and Vice President, Eastman Kodak Company |
| “This is not just another good book—this is an absolutely amazing book, one of the best books on sales I have ever read!” —Stephen M.R. Covey, bestselling author of The Speed of Trust |
| “Let’s Get Real or Lets Not Play is a must read for every person involved in a client service business. It is a “go-to” play book for every consultant in all industries.” — Rick Wellner, CEBS Senior Vice President, Aon Global, Aon Consulting |
| “Let’s Get Real or Let’s Not Play correctly positions the art of selling as the art of relationship building. It’s a simple, powerful, and practical way to grow a business.” — John Jantsch, author of Duct Tape Marketing |
| “If you want to positively differentiate yourself from your competition, read Let’s Get Real or Let’s Not Play. Most of all, this book will help you help your clients succeed, and your success will grow.” — Jeff Renzi, Executive Vice President, Global Sales & Marketing, Perot Systems |
| “Let’s Get Real or Let’s Not Play should be required study for any sales professional, at any level, who is committed to increasing sales proficiency and tangible order production. Mahan and Randy have done a great job explaining the fundamentals of the sales process, based on recognizing client needs and building client trust and acceptance.”— Armen A. Manoogian, CEO, United Business Technologies |
| “Selling is a complex, competitive and challenging career. Mahan and Randy walk their readers through a way of thinking about their customers, which results in better solutions, customer loyalty, larger deals, and less wasted time for sales professionals and their customers.” — Jeffrey P. Kane, President, NEC Unified Solutions, Inc. |
| “Let’s Get Real or Let’s Not Play isn’t for the casual, opportunistic skill-skimmer who PLAYS at sales. It’s for those who need to get REAL about selling. Mahan Khalsa and Randy Illig provide the philosophy, the what-to-do and how-to-do-it, to clearly guide us through some of our toughest challenges and find breakthrough success in sales.” — Dave Stein, CEO and Founder, ES Research Group, Inc. |
| Send Let’s Get Real or Lets Not Play to every prospect you have – if they read it and understand the transforming message on selling and buying you have a great prospect. If they don’t – save yourself a lot of time and move on!” — Taylor Macdonald, Vice President, Worldwide Channels and Sales Alliance, Deltek |
| “Let’s Get Real or Let’s Not Play is vital for everyone involved in B-to-B sales. The concepts and tools shared in the book will raise your awareness to new levels of understanding, thinking, trust, and influence to create the best possible foundation for working together with clients to create extraordinary success for both parties.” — Greg Boyd, President, MIS Group |
| “Let’s Get Real or Let’s Not Play provides a powerful process and set of tools for moving away from non-productive sales activities and toward ‘getting real,’ to truly understand clients and create value. If you want to consistently win and retain, clients, read this book.”— Ralph Oliva, Executive Director, Institute for the Study of Business Markets, SMEAL College of Business, Penn State |
| “Let’s Get Real or Let’s Not Play is the how-to-do-it book that will generate sales.”— Phil Clark, Senior Vice President, Global Sales and Marketing, Invensys Process Systems |
| “Let’s Get Real or Let’s Not Play gets to the heart of how to become world-class trusted advisors who genuinely help clients succeed. The approach and tools found in the book can make a big difference in any company that wants to be known for providing value to their clients and not just billing services.” Ann Lathrop, Executive-in-Charge of Marketing Development and Sales, Crowe Chizek and Company LLC |