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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship [Hardcover]

Mahan Khalsa , Randy Illig , Stephen R. Covey
4.4 out of 5 stars  See all reviews (21 customer reviews)
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Book Description

Oct. 30 2008
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

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About the Author

Recognized as one of "Time" magazine s twenty-five most influential Americans, Stephen R. Covey (1932 2012) was an internationally respected leadership authority, family expert, teacher, organizational consultant, and author.His books have sold more than twenty-five million copiesin thirty-eight languages, and "The 7 Habits of Highly Effective People" was named the #1 Most Influential Business Book of the Twentieth Century. After receiving an MBA from Harvard and a doctorate degree from Brigham Young University, he became the cofounder and vice chairman of FranklinCovey, a leading global training firm.

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Customer Reviews

4.4 out of 5 stars
4.4 out of 5 stars
Top Customer Reviews
3 of 3 people found the following review helpful
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?
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1 of 1 people found the following review helpful
5.0 out of 5 stars "Intent counts more than technique" 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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1 of 1 people found the following review helpful
2.0 out of 5 stars Some Real advice, but a bit too Playful Jan. 1 2001
This informal book is good if you do sales in a service/consulting related industry where the client may not quite know what they are looking for (or why). I really liked his ideas about trying to make presentations in person (because people don't really read proposals). There are some great tips on how to ask the right questions to find out what a potential client is really thinking. Seasoned sales professionals may find some of this advice old hat, but it's never bad to be reminded of some good basic ideas. Khalsa does have a weakness for having silly charts, acronyms and rambles a bit too long - by the end of the book I found myself wanting the author to get more to the point. But if you are new to sales or wouldn't mind a good refresher course this book is pretty useful, but by no means the definitive text on the subject.
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4.0 out of 5 stars Good Book; Could have been a GREAT book July 31 2003
By A Customer
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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5.0 out of 5 stars This work teaches how to show VALUE measurably! March 10 2003
Format:Audio CD
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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Most recent customer reviews
5.0 out of 5 stars This book has depth and immedate use
I really love the way this book unfolds the Sales situation with a combination of intensely practical examples and great underpinning theory
Published on Nov. 20 2013 by Simon R. Brown
4.0 out of 5 stars Good book for consultants
Good book with great insights, especially useful for high end consultants. Not as much directed toward people trying to sell low cost products/services.
Published on March 31 2011 by Guy D
4.0 out of 5 stars Let's Get Real
Although the shipping to Canada took a little longer than expected, the book arrived in better than expected condition. Read more
Published on Feb. 27 2010 by D. Greenberg
5.0 out of 5 stars The guru in salesmanship
I first picked up the auditio tapes from one of Franklin Covey stores as recommend by the store manager. I listened to the tape. Read more
Published on July 28 2003 by R. Thammaneewong
5.0 out of 5 stars A great book for selling large deals
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. Read more
Published on March 1 2002
5.0 out of 5 stars A great book for selling large deals
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. Read more
Published on March 1 2002
5.0 out of 5 stars Excellent, but down to earth
Want to know how to sell? You've got to sell value. That's the gist of the book. Determining what's of value to your client and how to provide a solution that meets this value... Read more
Published on April 27 2001 by Ponderunga
4.0 out of 5 stars Try SPIN Selling By Which This Book Is Based On
I must say that this is quite a good book on selling. It has borrowed some useful ideas directly or indirectly from SPIN Selling, and Non-Manipulative Selling, which are the... Read more
Published on Sept. 19 2000
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