Let's Get Real or Let's Not Play | 
 enlarge | Author: Mahan Khalsa
Publisher: Franklin Covey
Category: Book
List Price: $19.95
Buy New: $2.00
You Save: $17.95 (90%)
New (16) Used (55) from $2.00
Rating:  36 reviews
Sales Rank: 110392
Media: Paperback
Edition: 1
Pages: 242
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9.1 x 7.2 x 0.8
ISBN: 1883219507
Dewey Decimal Number: 658.85
EAN: 9781883219505
ASIN: 1883219507
Publication Date: July 15, 1999
Availability: Usually ships in 1-2 business days
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Product Description
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.
Too often, the sales process is all about fear.
Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren t, both lose. It s no longer sufficient to get clients to buy a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:
Start new business from scratch in a way both salespeople and clients can feel good about
Ask hard questions in a soft way
Close the deal by opening minds
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| Customer Reviews: Read 31 more reviews...
 Yes!! A sales book I can actually use!! January 6, 2009
Adam E. Kornfeld (Boston, MA USA)
I NEVER write reviews, but this book was so good I figured I'd pass the word along.
With a bookcase full of sales books, I was very hesitant to spend the time reading yet another one. However, a friend strongly recommended Let's Get Real or Let's Not Play. Not only did I take his advice and read it, I found I LOVED it and have actually been putting the concepts into practice with tremendous success.
The authors write in a VERY read-able style and provide great, real world examples. Most importantly for me was that the models and concepts taught are extremely practical and effective. These address every aspect of the sales process and offer a great, easy to implement process to follow when working with a prospect.
Finally, the other aspect that sets this book apart from others I've read is the overall philosophy about sales that it teaches. "Getting Real" with clients and prospects is an incredibly powerful way to approach potential customers. This belief has already helped me to ask some very difficult questions and have some critical conversations with prospects and clients that I know I would have previously avoided.
Good luck in your sales efforts and I hope you find the same value from this book that I did.
Best business book ever! June 21, 2008
Christine Churchill (Allen, TX USA)
1 out of 1 found this review helpful
This is the best business book I have ever read. If you are in any industry and in role within your company, you will gain value from the principles in this book. Mahan Khalsa is the master! I also recommend the complementing CDs.
Service professional's handbook September 3, 2007
G. Whitehouse (Pleasanton,CA USa)
Don't start your own service business without reading this book. Mahan's insights into common consulting problems and how to address them is amazing. This is the second time I have started my own consulting practice and this time, I am armed with much better information on how to sell, bill, and propose jobs. I keep rereading the book so I can absorb all of the great information. It is easy to read and understand.
Good Sales Book May 20, 2007
Thom Singer (Austin, TX USA)
"Selling is the second oldest profession, often confused with the first" is the quote on the back of the book. True, many see sales as prostitution, but this book helps show how it is really elevated.
The book has great information on being client focused. The author does not miss anything, and every sales person will benefit from reading this book. I do have to warn the reader that is is a bit like a "text book", and not an easy read. However, it is worth it once you get through the whole thing, you will have a better appreciation for selling correctly.
A Welcome Reference April 26, 2007
Brian F. Shea (Boston, MA USA)
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.
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