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

( 10 )

Overview

Selling is the second oldest profession, often confused with the first! The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally ...

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

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Overview

Selling is the second oldest profession, often confused with the first! The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.
Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.

Helping Clients Succeed(TM) is fundamental to the success of any business. This program teaches the listener to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed.

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Product Details

  • ISBN-13: 9781596592063
  • Publisher: Gildan Audio
  • Publication date: 11/18/2008
  • Format: CD
  • Edition description: Revised
  • Sales rank: 1,171,527
  • Product dimensions: 5.80 (w) x 5.20 (h) x 0.80 (d)

Meet the Author

Mahan Khalsa is a world-renowned consultant in business development for Franklin Covey. He graduated with honors in economics from UCLA, and has an M.B.A. from Harvard Business School. Working with Fortune 500 companies, he is an expert in global best practices of business development, and has applied those findings to some of the world's largest and most successful organizations.

Franklin Covey is an international professional services and leadership development firm dedicated to increasing the effectiveness of individuals and organizations. They have an extensive client base, which includes thousands of business, government, and educational organizations, as well as millions of individual customers.

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Customer Reviews

Average Rating 4
( 10 )
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Sort by: Showing 1 – 12 of 10 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.

    Was this review helpful? Yes  No   Report this review
  • 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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    Posted October 11, 2009

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    Posted January 21, 2010

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    Posted January 3, 2012

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    Posted December 4, 2011

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