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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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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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This book shows you how to make this a reality. LGROLNP is an absolutely brilliant, seminal sales text; a game-changer. I have used it as a required text in corporate B2B sales training programs, with much success. Let's Get Real or Let's Not Play = spending your time as wisely as possible, not wasting your time or your prospect's by going through the motions of a broken sales process designed to maximize short-term profits instead of customer satisfaction (leads to long-term profits). You can continue doing things the old way (a la Zig, Brian), closing on the first call, etc., a strategy guaranteed to result in a much lower closing ratio, a failed close or an unhappy customer (= returns, no referrals, no repeat business, bad word of mouth, etc). Or you can be smart and learn to properly qualify your leads into real prospects who in turn become customers for life, resulting in a full book of business filled with solidly-built relationships ...resulting in a genuinely prosperous sales career.
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).
While many of the principles are similar to solution selling, there is a vast difference in what Mahan Khalsa espouses. Rather than the "hurt and rescue" techniques of most sales methodologies this centers around awareness and choice with a hearty dose of intent and trust. In my opinion this book speaks to the most basic tenants of capitalism - each and every trade must be a) mutually beneficial and b) entered into freely. The underlining theme is similar to the Hippocratic Oath - First, do no harm.
The book outlines a sales methodology focused on finding value using structured questioning techniques. It is well written and the advice is practical. I highly recommend it.
1. Having the right intent, a call for a higher moral and ethical framework
2. Using sequence of questions Throughout the sales process
It is a Sales bible.