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

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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: Portfolio Hardcover
  • Publication date: 10/30/2008
  • Pages: 256
  • Sales rank: 149,789
  • Product dimensions: 9.52 (w) x 6.28 (h) x 0.99 (d)

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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Customer Reviews

Average Rating 4
( 8 )
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Sort by: Showing 1 – 11 of 9 Customer Reviews
  • Posted May 26, 2009

    Must read on consultative selling

    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.

    1 out of 1 people found this review helpful.

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  • Posted August 15, 2010

    more from this reviewer

    How effective sales leaders should operate.

    A keeper on every sales professionals bookshelf.

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  • Posted December 23, 2009

    Excellent book for salespersons as well as managers

    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!

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 30, 2000

    Let's Get Real means successful selling

    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.

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    Posted December 19, 2009

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Sort by: Showing 1 – 11 of 9 Customer Reviews

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