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Let's Get Real or Let's Not Play
     

Let's Get Real or Let's Not Play

3.8 10
by Mahan Khalsa
 

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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

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™ is fundamental to the success of any business. This program teaches you 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.

Product Details

ISBN-13:
9781883219895
Publisher:
Franklin Covey Company
Publication date:
10/01/2001
Edition description:
Abridged, 6 cassettes, 6 hrs.
Product dimensions:
4.72(w) x 7.20(h) x 2.21(d)

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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.