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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship | 
 enlarge | Authors: Mahan Khalsa, Randy Illig
Creator: Stephen R. Covey
Publisher: Portfolio Hardcover
Category: Book
List Price: $26.95
Buy New: $8.84
You Save: $18.11 (67%)
New (38) Used (5) from $8.84
Rating:  35 reviews
Sales Rank: 21699
Media: Hardcover
Pages: 256
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9.4 x 6.1 x 1.2
ISBN: 1591842263
Dewey Decimal Number: 658.8
EAN: 9781591842262
ASIN: 1591842263
Publication Date: October 30, 2008
Availability: Usually ships in 1-2 business days
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Product Description
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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| Customer Reviews: Read 30 more reviews...
 Best business book ever! June 21, 2008
Christine Churchill (Allen, TX USA)
1 out of 1 found this review helpful
This is the best business book I have ever read. If you are in any industry and in role within your company, you will gain value from the principles in this book. Mahan Khalsa is the master! I also recommend the complementing CDs.
Service professional's handbook September 3, 2007
G. Whitehouse (Pleasanton,CA USa)
Don't start your own service business without reading this book. Mahan's insights into common consulting problems and how to address them is amazing. This is the second time I have started my own consulting practice and this time, I am armed with much better information on how to sell, bill, and propose jobs. I keep rereading the book so I can absorb all of the great information. It is easy to read and understand.
Good Sales Book May 20, 2007
Thom Singer (Austin, TX USA)
"Selling is the second oldest profession, often confused with the first" is the quote on the back of the book. True, many see sales as prostitution, but this book helps show how it is really elevated.
The book has great information on being client focused. The author does not miss anything, and every sales person will benefit from reading this book. I do have to warn the reader that is is a bit like a "text book", and not an easy read. However, it is worth it once you get through the whole thing, you will have a better appreciation for selling correctly.
A Welcome Reference April 26, 2007
Brian F. Shea (Boston, MA USA)
The intention of this review isn't to rehash all the reviews you see before you -- there are many detailed ones below and above that can give you some good details. I am hoping to shed some light on the reason I believe we have some who LOVE this book, and some who found it disappointing.
I will confess that I purchased this book because I had to: my consulting firm (the biggest of the Big 3) made this a required reading. I ordered it from Amazon and read it over the course of four short flights.
I loved this book. There is a lot of good common sense in here that is needs to be shared -- for some it's not news (and hence why maybe it didn't get a high rating from everyone), but unless we incorporate it into our thinking then we will continually be faced with either guessing what the client wants, or business development expenses that simply can't be justified.
I would strongly recommend this book to anyone at a manager level or above in professional services. Absolutely.
 Academic Sales at best and not for me ... February 20, 2007
G. E. Kugler (Big Arm, Montana United States)
5 out of 6 found this review helpful
I am sure many people love this book but man it is academia at its best if that's what you are looking for. Charts and graphs and decision matrix and everything but something real in my opinion. I see the world a little different than most but after thirty years in corporate America with Fortune 50's this is the last thing they need is more encouragment in the BS - but then that's just me. Obviously with the rating that is out here most dont agree so I'm still swimming upstream. I happen to have just read (see my review) The Best Damn Sales Book Ever and then this and go read it if you want to be a great sales person.
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