Randy Illig

Something went wrong. Please try your request again later.
Follow to get new release updates and improved recommendations
OK
Customers Also Bought Items By
Are you an author?
Help us improve our Author Pages by updating your bibliography and submitting a new or current image and biography.
1 11 1
Author Updates
-
Blog postBradenton, FL – NinetyFive 5, LLC today announced that it has completed the sale of the company to Franklin Covey Co. , as a strategic addition to Franklin Covey's Sales Performance Practice. NinetyFive 5's Sales Enablement Consulting and Coaching Execution System , which includes a subscription-based online tool set, sales coaching, and both live and virtual training, will be a powerful addition to Franklin Covey's world-class, award-winning, sales and sales leadership training content8 years ago Read more
-
Blog postWe've all been to too many meetings where there is no clear purpose or agenda. Unless the questions that are on everyone's mind - "What's to be achieved in the given time?" and "How do reach we our objective?" are quickly addressed, the conversation can get off track and become a huge waste of everyone's time.
meeting
Isn't it refreshing when you attend a meeting that gets off to a great start?
Since the first few minutes you are in front of a8 years ago Read more -
Blog postYou sell to people, not companies.
Doing some basic research can help you understand what someone values and how you might be able to get introduced to them.
When you have a referral, it is much easier to reach a target prospect directly. You can begin by naming a mutual acquaintance who suggested that you contact them in any emails or voice mails. email
Your initial communication should help your prospect to adopt the beliefs that you will be easy to talk w8 years ago Read more -
Blog postWhen someone asks me for a referral, I usually try to help. I sometimes find myself thinking that the best way for me to help is to coach them on how they can ask for referrals more effectively.
Referral
A fairly straightforward way to get a referral is ask an existing customer to introduce you to someone in their industry. You might want to start out by answering the question they have in their mind: Why are you asking them?
Based on our work together, I believe you’re8 years ago Read more -
Blog postIs cold-calling a necessary evil?
While it is preferable that prospects call us, come to our offices and ask for our help, it is unavoidable that we, at some point, have to call upon a new prospective customer. cold calling
One of my favorite lines from the book Let's Get Real or Let's Not Play is "Cold-calling sucks."It is so true.
Think about the odds that a salesperson will reach someone when they call them AND that that someone needs what they8 years ago Read more -
Blog postWhether you are striving to reach a personal goal or attempting to align a business unit to strategic objectives of a large organization, applying a proven process can help you to achieve greater measurable results more quickly.
The best models are often the ones that are the easiest to grasp and can be applied to a variety of situations. Plan Do Check Act
“Plan-Do-Check-Act”, or PDCA, is a simple approach that works. It’s a straightforward process that is often quite i8 years ago Read more -
Blog postNow is a time for new beginnings as the New Year brings hope for a brighter future.
You may be starting a diet or exercising more fiscal discipline. You are not alone. In the next few weeks, people will dedicate themselves to all sorts of resolutions. Just go to a gym and see how crowded it is. There will be a lot more room in a few months.SMART Goals
Most people set goals that are vague and are almost more like wishes. For a large majority of them, it8 years ago Read more -
Blog postTowards the end of the year, when there’s a natural tendency to look back at your accomplishments, it can be easy to see missed opportunities. You can also see how what may have seemed like a minor accomplishment at the time ended up leading to a major victory. It’s true that hindsight is 20/20; also taking a more long-term view helps to provide perspective.close
How can you gain the perspective necessary to take a more strategic view of your future?
&n8 years ago Read more -
Blog postWhen you tell someone you have been working with that you need to speak with other people in their organization, you often run into predictable forms of “NO”. They may be polite about it and offer seemingly valid reasons, but the underlying message is clear: “You can’t see them!”
gatekeeper
Working with a gatekeeper who seems intent on keeping you from seeing the people who will ultimately be involved in a decision can be challenging. The process of acknowled8 years ago Read more -
Blog postAre you in sales?
You may know people in sales who hesitate to admit it.
They may use a title they think sounds better, for example "Business Development" or even one that is a different function of their business, such as "Marketing," in an attempt to camouflage what they really do.
When an Implementation Manager or Technical Support rep is asked by a customer about a solution their company offers, they may say, "I am not in sa8 years ago Read more
Titles By Randy Illig
$12.99
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.
Too often, the sales process is all about fear.
Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:
· Start new business from scratch in a way both salespeople and clients can feel good about
· Ask hard questions in a soft way
· Close the deal by opening mindsClose the deal by opening minds
Too often, the sales process is all about fear.
Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:
· Start new business from scratch in a way both salespeople and clients can feel good about
· Ask hard questions in a soft way
· Close the deal by opening mindsClose the deal by opening minds
Kunden zum Erfolg verhelfen: Dauerhafte Win-win-Situationen im Vertrieb (German Edition)
Apr 6, 2016
$34.49
Verkaufsgespräche sind oft mit Ängsten behaftet – und das auf beiden Seiten. Während der Kunde befürchtet, einen Fehler zu machen und über den Tisch gezogen zu werden, hat der Verkaufsmitarbeiter Angst, den Verkauf nicht zum Abschluss zu bringen und seine Quote zu verfehlen.
Diese Angst muss jedoch nicht sein: Der Verkäufer muss nur deutlich machen, dass er dem Kunden helfen und ihn auch über den Verkauf hinaus unterstützen will, etwa dabei, Kosten zu reduzieren und Umsätze zu erhöhen. Schließlich ist es nur dann möglich, eine erfolgreiche und dauerhafte Kundenbeziehung zu etablieren, wenn es zur Win-win-Situation kommt.
Mahan Khalsa, Randy Illig und Edgar Müller-Gensert zeigen in ihrem Buch erstmalig die Erfolgsmethode des FranklinCovey Leadership Instituts für erfolgreiche Abschlüsse – und wohlgestimmte, dauerhafte Kunden.
Diese Angst muss jedoch nicht sein: Der Verkäufer muss nur deutlich machen, dass er dem Kunden helfen und ihn auch über den Verkauf hinaus unterstützen will, etwa dabei, Kosten zu reduzieren und Umsätze zu erhöhen. Schließlich ist es nur dann möglich, eine erfolgreiche und dauerhafte Kundenbeziehung zu etablieren, wenn es zur Win-win-Situation kommt.
Mahan Khalsa, Randy Illig und Edgar Müller-Gensert zeigen in ihrem Buch erstmalig die Erfolgsmethode des FranklinCovey Leadership Instituts für erfolgreiche Abschlüsse – und wohlgestimmte, dauerhafte Kunden.
Other Formats:
Hardcover
More Information
Anything else? Provide feedback about this page