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

Hardcover(Revised, Expanded ed.)

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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. 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

Product Details

ISBN-13: 9781591842262
Publisher: Penguin Publishing Group
Publication date: 10/30/2008
Edition description: Revised, Expanded ed.
Pages: 288
Sales rank: 184,820
Product dimensions: 9.52(w) x 6.28(h) x 0.99(d)
Age Range: 18 Years

About the Author

Mahan Khalsa is the founder of the FranklinCovey Sales Performance Group. Mahan is a world-renowned expert in business development and business-to-business sales, and he has worked with many clients, including Accenture, Aon, EDS, Microsoft, and Oracle. Mahan is a highly sought-after speaker, author, and business consultant who has helped clients earn billions of dollars in sales. He graduated with honors in economics from the University of California, Los Angeles, and has an MBA from Harvard University. Mahan is a founder and partner in the company Ninety Five 5 LLC, a FranklinCovey joint venture.

Randy Illig is a senior consultant at the FranklinCovey Sales Performance Group (SPG). Randy joined the SPG team because of his firsthand experience and success with the group’s Helping Cilents Succeed® (HCS) sales process. He now trains, consults, and coaches clients on how to win more profitable business by using the HCS sales process. Randy is partner with Ninety Five 5 LLC, a FranklinCovey joint venture, and serves as its CEO. He is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award. 

Stephen R. Covey (1932–2012) was an American educator, author, businessman, and keynote speaker. His most popular book was The Seven Habits of Highly Effective People. His other books include First Things First, Principle-Centered Leadership, The Seven Habits of Highly Effective Families, The 8th Habit, and The Leader in Me: How Schools and Parents Around the World Are Inspiring Greatness, One Child at a Time. He was a professor at the Jon M. Huntsman School of Business at Utah State University at the time of his death.

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Let's Get Real or Let's Not Play 3.9 out of 5 based on 0 ratings. 11 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.
Anonymous 6 days ago
Simply Outstanding.
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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.