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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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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 FranklinCovey Sales Performance Group. Mahan is a world-renowned expert in business development and business-to-business sales, and he has worked with many clients, including Accenture, Aon, EDS, Microsoft, and Oracle. Mahan is a highly sought-after speaker, author, and business consultant who has helped clients earn billions of dollars in sales. He graduated with honors in economics from the University of California, Los Angeles, and has an MBA from Harvard University. Mahan is a founder and partner in the company Ninety Five 5 LLC, a FranklinCovey joint venture.
Randy Illig is a senior consultant at the FranklinCovey Sales Performance Group (SPG). Randy joined the SPG team because of his firsthand experience and success with the group’s Helping Cilents Succeed® (HCS) sales process. He now trains, consults, and coaches clients on how to win more profitable business by using the HCS sales process. Randy is partner with Ninety Five 5 LLC, a FranklinCovey joint venture, and serves as its CEO. He is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award.
Stephen R. Covey (1932–2012) was an American educator, author, businessman, and keynote speaker. His most popular book was The Seven Habits of Highly Effective People. His other books include First Things First, Principle-Centered Leadership, The Seven Habits of Highly Effective Families, The 8th Habit, and The Leader in Me: How Schools and Parents Around the World Are Inspiring Greatness, One Child at a Time. He was a professor at the Jon M. Huntsman School of Business at Utah State University at the time of his death.
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Many of the concepts in this book are perfect for technology based projects, specifically software development and hardware based solutions. I've read many books that offer some of the concepts within, however, none articulate them as well, or as thoroughly!
I've compiled many of the key points into a document for future reference when working with clients. Utilizing these points, my team and I have increased the quality of our projects and continue to increase our ability to help clients succeed!
I wish I found this book much sooner in my career, and I've asked my entire team to read it (as the concepts are important for anyone dealing with clients).
On the other hand, if you are truly seeking a replicable complex sales methodology, this is for you. If you are a believer and practitioner of The 7 Habits of Highly Effective People, you will recognize that this takes those 7 Habits and applies them to a sales methology and focuses 100 percent on helping clients succeed.
El libro contiene ejemplos útiles y cubre los principios detrás de las buenas ventas. Empecé la aplicación de estas técnicas y principios y resultados en las relaciones con mis clientes y las ventas mejoraron casi al instante. Una lectura obligada para las personas orieted para resolver problemas y ganar dinero durante el viaje.
If you want a structure logical flow of information from your customers during fact-facting discussions, then this is great training for mastering the "consultant" persona with your customers.
Then if you really like the book, check into Franklin Covey's training classes for Sales People online. Good Reading! M:)