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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship Hardcover – October 30, 2008

4.5 out of 5 stars 107 customer reviews

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Editorial Reviews

Review

Stephen R. Covey Author of The 7 Habits of Highly Effective People This is a marvelous book! Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground. -- Review --This text refers to an out of print or unavailable edition of this title.

About the Author

Mahan Khalsa is the founder of the Sales Performance Group of FranklinCovey, and Randy Illig is a key leader of the group. The authors have consulted extensively with many Fortune 1000 companies, including Microsoft, Oracle, Accenture, Aon, Motorola, and GE Real Estate. FranklinCovey is based in Salt Lake City, Utah. --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Hardcover: 288 pages
  • Publisher: Portfolio; 56096th edition (October 30, 2008)
  • Language: English
  • ISBN-10: 1591842263
  • ISBN-13: 978-1591842262
  • Product Dimensions: 6.3 x 1 x 9.6 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (107 customer reviews)
  • Amazon Best Sellers Rank: #39,687 in Books (See Top 100 in Books)

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Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
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 criteria is what this book is all about.
If you ever had any client facing role (you might be a consultant, or you might be a store clerk or a sales person of any kind) you will benefit greatly from reading this book. I loved Mahan's approach of first getting down to the major issues or opportunities, finding out their symptoms and solution benefits and then formulating a solution.
Though I don't directly sell, as an Internet professional I am constantly in front of clients, recommending solutions. I find this material invaluable as a means of eliciting client participation during the solutions process.
The book looks thick, but that's because of the paper. A very easy read. A great book to buy and keep.
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Format: Paperback
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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Format: Paperback Verified Purchase
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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Format: Audio CD Verified Purchase
This work is available as both a book, a set of 6 CDs and apparently as a single CD. I have both the book and the 6 CD set.

I found the CDs to be absolutely fantastic. The book is a great reference after the CDs, but if I had read the book instead of the CDs, I would have lost out on a lot. When I read the book, it feels, well, typical. But when I listen to Mahan speak, it is riveting. I myself am considered a strong speaker, and am very critical of others abilities, so I do not say this lightly. The first CD is the hardest to listen to, but after that, it is GREAT.

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.

The funny thing is that I am not really into sales. Yet this book is one of my best tools in my kit. Not for sales, but for DEPLOYING solutions and managing complex projects. It's guidance is extremely useful in requirements management and scope management for any project imaginable. It helps the team 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. If you have ever experienced scope creep or requirements volatility, these CDs have techniques to help.

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.

As a final thought, here is a great story:

A client had one of the CDs in her car which she had bought on my recommendation. Her husband borrowed the car and the CD came on.
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