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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship Hardcover – October 30, 2008
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Top Customer Reviews
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.
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.
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?Read more ›
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.Read more ›
Most Recent Customer Reviews
If you can appropriately sort through the complexities of the approaches in book, and take from it what applies to your business, you will be more successful and help your clients... Read morePublished 3 months ago by tj777
Very thoughtful approach to the art of selling--the author understands human beings.Published 4 months ago by Diablita
A must read for all in sales. Learn to get out of clients what they need, not what you want them to need.Published 5 months ago by Luv2Sing
By their own admission, this book is a sell for their own consulting work. Unfortunately, this causes the book to be extremely superficial in its content.Published 6 months ago by Think Fast
A really good book about the sales process. It's mostly targeted for high-powered consultants selling multi-million dollar deals, but some of the concepts are still relevant for... Read morePublished 7 months ago by MLeland
The book contains useful examples and covers the principles behind good sales. I began applying these techniques and principles and results in relationships with my clients and... Read morePublished 8 months ago by quirogapj