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4.4 out of 5 stars
Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
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on November 20, 2013
I really love the way this book unfolds the Sales situation with a combination of intensely practical examples and great underpinning theory
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on March 31, 2011
Good book with great insights, especially useful for high end consultants. Not as much directed toward people trying to sell low cost products/services.
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1 of 1 people found the following review helpful
on July 9, 2010
I was fortunate enough to attend a 1-day seminar with Mahan back in 1999, and along with this book AND the audio book (which I re-listen to quite often), it has given me a tried and true methodology to follow in working with my clients.

I first got into sales in the mid-80's working retail consumer electronics at the kind of place where no prices were on any of the products, and the sales people got whatever they could for a product as long as it was 'over cost'. This type of selling led to some very interesting displays of 'salesmanship', and I can say I've seen both the best and the worst of sales people in action.

What I've come to know is that there are people who might be considered 'natural' at sales, and that usually correlates to a strong charisma. With Mahan's methodology, the 'rest of us' can be confident in knowing we're doing sales the way it's supposed to be done, and I truly consider myself a partner with my clients now. If I don't feel that way, I simply choose not to play. Bottom line is I believe the best sales people are 'made' by learning exactly what Mahan is teaching.

Don't get me wrong, this is not a magic wand - it requires work to learn how to do this right and continual practice to make it 2nd nature. If sales/consulting is your game, this is a great book to have in your arsenal. It's indispensable to me.
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on February 27, 2010
Although the shipping to Canada took a little longer than expected, the book arrived in better than expected condition. Additionally, when I placed an inquiry with the seller, my question was promply answered. I would definitely use this seller again.
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on July 31, 2003
This book is one of the most accessible, erudite and informative books on consulting I've ever read. The conversational writing style makes the complex topic understandable. Having said that, the book has more spelling errors than any published book I've ever read. Some of them are GLARING errors too. I'm not sure if they rushed this book to press in 1999 to capitalize on the tech (read: consulting) boom that was happening at the time, but the book is very poorly edited in that regard. These are rookie mistakes. That speaks -- at some level -- to the overall credibility of the book. One of the assertions made in the book is to make sure your written proposal is well-written. If your resume (proposal) has spelling errors, that's just one more reason to disqualify you -- even if you're qualified for the job.
But that shouldn't be enough to keep you from buying this book. Khalsa lays out an easy-to-follow (if not complex) framework for getting to the bottom of a client's problem and finding the right solution for them.
It's a must-read if you're a consultant or if you purchase consulting services.
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on July 28, 2003
I first picked up the auditio tapes from one of Franklin Covey stores as recommend by the store manager. I listened to the tape. I think the book concept is very applicable and great. I really like his part on issue, evidence, and impact when it comes to analyzing issues. I use it in my consulting work now. I would recommend this to everyone who loves to learn the art of salemanship or marketing. I later went back to the USA and bought CD and the book. I bought more than 200 books in 3 years. This is the only title I bought 3 sets of the same title. Mahan is the man. If you want a book on marketing a consulting service. LETS GET REAL with Mahan Book and LETS NOT PLAY WITH OTHER BOOKS TOO MUCH. Go right into the sfuff in the book Mahan has to offer.
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However much people like Mahan's book, the CD is even better! There are six CDs and I listened to them in my car as I drove to and from work. Mahan is a fantastic speaker. I think if I'd read the book, I'd have lent him a tone that he just doesn't have.
The CDs taught me how to go from a problem statement or solution idea and quantify how we will show success against that once we implement our idea. Many of you may have a technique already that can take you from a problem to a set of measures that can show improvement, but I did not.
While this work is targeted at doing sales, I have found it useful in requirements management and scope management for any project imaginable. It helps us to show the customer we are interested in their success more than in their list of features, and to ensure that what we are building truly adds value.
I strongly recommend this CD set to anyone who needs to prove the value of a solution, especially if they don't yet have a technique to do so.
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on March 1, 2002
There are literally thousands of books on selling and most leave you with the feeling that you need to shower after you have read them. This one does not. Lets get real has a reality about it and a discussion of a simple process that reenforces all the things you knew about selling. The book hits the right blend of anedotal stories -- so you can see how it would apply to you and discussion of the process elements -- so you can figure out how to apply it yourself. This is no Zig Ziglar book -- this is something I want to conciously try to use every time.
The book is very clearly written and highly usable, breaking each aspect of the approach into small digestable chunks. Its something you can read and more importantly re-read/refresh yourself easily.
There is one limitation of the book. It seems to be geared more toward longer multiple call sales cycles, rather than transaction selling. At least that is the way I read it. I could not see my local car dealer selling this way -- although I wish they would.
This book is one that is going into my frequently read shelf. I would strongly recommend this book to anyone who is looking to build commercial relationship with a client.
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on March 1, 2002
There are literally thousands of books on selling and most leave you with the feeling that you need to shower after you have read them. This one does not. Lets get real has a reality about it and a discussion of a simple process that reenforces all the things you knew about selling. The book hits the right blend of anedotal stories -- so you can see how it would apply to you and discussion of the process elements -- so you can figure out how to apply it yourself. This is no Zig Ziglar book -- this is something I want to conciously try to use every time.
The book is very clearly written and highly usable, breaking each aspect of the approach into small digestable chunks. Its something you can read and more importantly re-read/refresh yourself easily.
There is one limitation of the book. It seems to be geared more toward longer multiple call sales cycles, rather than transaction selling. At least that is the way I read it. I could not see my local car dealer selling this way -- although I wish they would.
This book is one that is going into my frequently read shelf. I would strongly recommend this book to anyone who is looking to build commercial relationship with a client.
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3 of 3 people found the following review helpful
on August 12, 2001
It wasn't until I read this book that I felt anything positive about being in "sales". I had done it in my past and I was about to do it again and thank god for this book or I'd still be uncomfortable and tossing and turning in my sleep.
We need a new word, "sales", as this book so aptly puts it, is something you do to someone else. You "sell" them on something. Nobody wants to be sold, we all avoid salespeople and we all feel stupid selling other people on something. And those who do enjoy "selling" someone are almost always in pursuit of their own "victory", oif beating the other person into buying from them, overcoming obstacles, leaping hurdles and getting the BIG CLOSE.
They aren't really focused on the other person, an urge I sometimes fall prey to myself. Our culture makes competition and personal victories very seductive, it is what we talk about, sports teams are rarely congratulated on their effort or fine play unless they win. We view so many things as black and white, which is not natural, throughout human history you can see cooperation as a dominant and prudent way to survive and thrive, not competition (see a dense, but brilliant book on this "Nonzero : The Logic of Human Destiny" by Robert Wright). Sales is a no-win game for everyone.
Maybe there isn't any word, the "trick", the "gimmick" that this book extols is genuiness, simply being real, if you will. You meet someone, you listen, you ask some good questions so that you understand them well and what they are trying to accomplish, if you think there might be a way that you or your company can help them you offer it to them, if not, you wish them well and part graciously.
What is that? Being human? Being real? "being real" has a vaguely cheesy sound to it too, my only complaint about this book is it's title which can turn people off before they even open it. Again maybe there is no word. Many of us will simply go out and meet people and listen well and feel good about what we are doing and be personally successful as well...or are those the same thing anyway :-)
The real value of this book is some excellent exercises you can do in a meeting with someone, things to really challenge you to break out of old patterns, very, very deeply ingrained patterns.
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