Free Ebook Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship, by Mahan Khalsa Randy Illig
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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship, by Mahan Khalsa Randy Illig
Free Ebook Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship, by Mahan Khalsa Randy Illig
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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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Product details
Hardcover: 288 pages
Publisher: Portfolio; Revised, Expanded ed. 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: 1.1 pounds (View shipping rates and policies)
Average Customer Review:
4.5 out of 5 stars
143 customer reviews
Amazon Best Sellers Rank:
#45,239 in Books (See Top 100 in Books)
One of the best sales training books I have read--and as a former sales trainer, sales manager, and key accounts manager (B2B), I have read a lot of them. Philosophically, this book teaches you exactly how to close more, and better sales more often by doing proper needs analysis and giving your prospect exactly what they really need. This book is about properly qualifying prospects and continuing the qualification process throughout the entire sales process, making sure you are gathering all the information you need to properly meet the needs of your customer and close the sale. You are constantly testing the transactional equation for soundness. Following this process WILL result in more sales that stick, and accounts that love you. You will be making your customers truly happy by placing their needs at the top of the list of priorities throughout the sales process, and keeping them there forever. As long as you continue to do this, your customers will never leave you and will refer people to you like gangbusters.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.
This is the only book I’ve ever purchased in all 3 formats. I read the Kindle edition when I’m out and about (waiting rooms etc), listen to the audiobook version in the car, and also listen while I make notes in the hardcover version. I think I’m on my 3rd time through. It’s hands-down the best sales-relationship book ever.I am a bookkeeper; I also provide business advisory services. I’m not a “sales†person by any means. Let’s Get Real has helped me adapt my mindset and clarify my processes for talking with both existing and prospective clients in a down-to-earth, “real†way, which has been extremely helpful in taking some of the “must land this client!†stress off. Randy and Mahan offer useful scripts for getting at the heart of a client’s questions, problems, issues, and concerns as one human being to another.I can’t get enough of this book. I’ll probably keep reading/listening/taking notes until I have it memorized. :)
Excellent book for sales executives, project managers, and technology professionals! I purchased the audio book from Audible.com and listened to it several times. Also purchased the paperback to reference.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).
This book is not for everyone in sales. If you are looking for 100 different ways to close a deal, look somewhere else.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.Highly recommended.
The intention of this review isn't to rehash all the reviews you see before you -- there are many detailed ones below and above that can give you some good details. I am hoping to shed some light on the reason I believe we have some who LOVE this book, and some who found it disappointing.I will confess that I purchased this book because I had to: my consulting firm (the biggest of the Big 3) made this a required reading. I ordered it from Amazon and read it over the course of four short flights.I loved this book. There is a lot of good common sense in here that is needs to be shared -- for some it's not news (and hence why maybe it didn't get a high rating from everyone), but unless we incorporate it into our thinking then we will continually be faced with either guessing what the client wants, or business development expenses that simply can't be justified.I would strongly recommend this book to anyone at a manager level or above in professional services. Absolutely.
My favorite sales how-to book of all time. It has become my business bible. The first edition is my preferred version. I've purchases plenty of sales books in my life. This one gave me the tools to make it happen.
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