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

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

3.8 10
by Mahan Khalsa, Randy Illig
     
 

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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.

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Overview

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 minds

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Product Details

ISBN-13:
9781591842262
Publisher:
Penguin Publishing Group
Publication date:
10/30/2008
Pages:
288
Sales rank:
174,220
Product dimensions:
9.52(w) x 6.28(h) x 0.99(d)
Age Range:
18 Years

Meet the Author

Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, and Randy Illig is a key leader of the group. The authors have consulted extensively with many Fortune 1000 companies, including Microsoft, Oracle, Accenture, Aon, Motorola, and GE Real Estate. FranklinCovey is based in Salt Lake City, Utah.

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Let's Get Real or Let's Not Play 3.8 out of 5 based on 0 ratings. 10 reviews.
RemcoCoumou More than 1 year ago
This book is used in the Atos Consulting training programme in the Netherlands and is the best I have read on consultative selling. It is clearly written and gives you a structured approach and a lot of practical guidelines for your prospecting interviews. The O.R.D.E.R. acronym helps you to structure the sales process and break it down in five steps. The book equips you with the right questions to ask to get a clear understanding of the problems your client is facing and the road the two of you will follow together to get the desired results. I think this book is a must read for every B2B-sales person or consultant who dislikes hard selling techniques and wants to build and maintain client relationships based on mutual understanding and trust instead.
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vikduggal More than 1 year ago
A keeper on every sales professionals bookshelf.
GeorgeWaldo More than 1 year ago
Khalsa is a thinker who has applied his experiences to create an intelligent methodology for acquiring sales. This book is not your old school approach to sales!
Anonymous More than 1 year ago
Guest More than 1 year ago
Simply written, one concept at a time, Let's Get Real lays the groundwork of successful communications and professional salesmanship in an easy and intuitive format. The nature of the concepts in Let's Get Real are not new, hundreds of other sales and development books try to express similar notions buried under tons of verbiage and self-aggrandizing sales/techno babble. Enjoy Let's Get Real as a quick guide to improved sales performance and better relationship building.