Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed

Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed

by Mahan Khalsa

Audiobook(CD - Abridged, 6 CDs, 7 hrs.)

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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 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: 9781929494163
Publisher: Franklin Covey Company
Publication date: 10/01/2001
Edition description: Abridged, 6 CDs, 7 hrs.
Product dimensions: 4.50(w) x 7.00(h) x 1.00(d)

Table of Contents

Chapter 1: The Demise of 20th Century Selling
Chapter 2: Definition of Terms
Chapter 3: We Both Want the Same Thing
Chapter 4: EQ-IQ
Chapter 5: Intent Counts More Than Technique
Chapter 6: No Guessing
Chapter 7: Slow Down for Yellow Lights
Chapter 8: ORDER
Chapter 9: The Opportunity--Move Off the Solution
Chapter 10: The Opportunity--Get Out All of the Issues
Chapter 11: The Opportunity--Evidence
Chapter 12: The Opportunity--Impact, Hard Measures
Chapter 13: The Opportunity--Impact, Soft Measures
Chapter 14: The Opportunity--Context
Chapter 15: The Opportunity--Constraints
Chapter 16: Take Away the Solution
Chapter 17: Immovable Solutions
Chapter 18: The Opportunity--Overview
Chapter 19: Start Anywhere, Go Everywhere
Chapter 20: The Resources
Chapter 21: The Decision Process
Chapter 22: The Decision Process--The How from the Who
Chapter 23: The Exact Solution
Chapter 24: The Relationship
Chapter 25: Helping Current Clients Succeed
Chapter 26: The Last Word

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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 3 months 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.