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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship

4.02 of 5 stars 4.02  ·  rating details  ·  129 ratings  ·  14 reviews
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 ...more
ebook, 256 pages
Published October 30th 2008 by Portfolio
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Feb 18, 2009 Brian rated it 5 of 5 stars  ·  review of another edition
Recommends it for: Everyone
This is the book that all of my business relationships are based on. I have a copy at home, a copy in the office and a copy ready to give away. I refer to what I take away with each read several times each day.
Brittany Podolak
I had an opportunity to work with the authors of this book on a big project at work. The book lays out the foundation for an in-field training system for salesmakers. The premise of the book (and the system) is to focus on the customers' exact needs by spending much more time in discovery and less time "pitching". A must read for anyone in relationship sales.
Excellent sales book. The de facto reference at my company for sales people and it works really well.

Good ideas, well put together and good takeaways you can actually use. I particularly like the sound bites and "3 part response" I have used verbatim with a number of clients and they worked exactly as expected.
Wilbert Van Der Kruk
Excellent structured method for sales and consultative selling and early strategy analysis. I have sort of learned it by heart, having received training from the author (Khalsa) himself twice, listening to the audio book and training my colleagues in this method. I highly recommend it.
Work related book as I attended two days of sales training with the sales guys. Very interesting two days and the principles in the book corresponds well with what I believe in and hopefully also generate: Integrity and doing your job with a conscience. I really like the thought of transforming from the old-fashined and often negative word "sales person" to a "trusted business advisor". Key words for me: High-integrity, trustworthy & win-win relationships. As a benefit: Increased business op ...more
interesting take on things, your boss won't like it.
Best book on sales I've ever read.
This book was chosen for a book club discussion. Usually we read a book throughout the month before and then have the chat about it. Since the book is full of detailed, practical information, it would actually be one that is better to discuss by chapter. I found myself reading slower because I wanted to retain more of the information. It is a great reference to have and definitely a better way to be in sales. I can see the method as one to apply beyond the business-to-business relationship].
Paul Lanigan
The is the Sandler Selling System written by a client. The concepts are identical
Sarah Phillips
Jun 24, 2010 Sarah Phillips is currently reading it  ·  review of another edition
Only read the first 50 pages or so thus far. This guy is full of himself! I had a hard time getting through the foreward. He gushed about himself and his impressive credentials until I hated him! Once I got into the content, this diminished. There seems to be some useful info, but we'll see as I continue.
If you are in a B2B sales role, this is a must read book.
I like the examples, they way the book is organized and definitely i will try the framework.
Keith Brooks
Wanted to like it and did on some levels but it left me with some good dogears so not so bad.
Eddie Williams
Solid read for servant hearted sales people
Bernard Fruga
Emphatic communication is the best selling tool.
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Let's Get Real or Let's Not Play: The Demise of 20th Century Selling & the Advent of Helping Clients Succeed Business Think Sell, Sell, Sell!: Let's Get Real or Let's Not Play; Sell Yourself First; Snap Selling BusinessThink: Rules for Getting It Right--Now, and No Matter What! Businessthink: Rules for Getting It Rightnow, and No Matter What!

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“The client’s question, “Are we getting the best deal?” (price negotiation) is very different from “Can we afford this?” (value justification); it is important to understand the difference.” 0 likes
“Consultants, being the intelligent people we are, have formalized the guessing process; we call it a proposal.” 0 likes
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