Let's Get Real or Let's Not Play

Transforming the Buyer/Seller Relationship

By: Mahan Khalsa, Randy Illig, Stephen R. Covey

Narrated by: Mahan Khalsa, Randy Illig, Stephen R. Covey

Length: 6 hrs and 52 mins

Publisher's summary

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 audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners:

• 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

Read by the authors Mahan Khalsa and Randy Illing, with Stephen R. Covey.

©2019 Mahan Khalsa, Randy Illig, and Stephen R. Covey (P)2019 Penguin Audio

blueprint for modern selling

this is one of the first books I would read if you are begining B2B selling.

Get real 👏👏👏

Let me begin by saying that "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" by Mahan Khalsa and Randy Illig is a game-changer in the sales world. This book presents a refreshing and insightful approach to sales that goes beyond the traditional transaction-focused mentality. It delves deep into building genuine relationships with buyers, emphasizing authenticity, trust, and mutual value creation.

One of the most compelling aspects of this book is its emphasis on the importance of aligning the interests of buyers and sellers. Khalsa and Illig argue that the key to successful sales lies in understanding the specific needs, challenges, and goals of your customers and tailoring your approach accordingly. They advocate for a consultative selling approach that focuses on asking the right questions, listening actively, and providing tailored solutions. By doing so, sales professionals can create long-term partnerships built on trust, rather than short-term transactions.

The authors also explore the crucial role of communication and dialogue in the sales process. They highlight the significance of effective communication skills such as active listening, empathy, and clear articulation of value propositions. By mastering these skills, salespeople can engage buyers on a deeper level and foster meaningful connections, ultimately leading to increased sales success.

Furthermore, "Let's Get Real or Let's Not Play" offers practical frameworks and strategies that can be directly applied to the sales profession. The book provides a step-by-step guide for creating impactful sales conversations, conducting effective discovery meetings, and negotiating win-win outcomes. It also tackles common challenges faced by sales professionals, such as dealing with objections, handling pricing discussions, and managing the sales pipeline.

This is one of those titles that should be in every sales professionals library. By focusing on building authentic relationships and understanding the unique needs of my clients, I have seen a significant increase in client satisfaction and loyalty. The consultative selling approach advocated in the book has allowed me to add more value to my customers' businesses, resulting in higher sales conversions and increased revenue.

However, it's important to note that "Let's Get Real or Let's Not Play" is not without its flaws. Some readers may find certain sections repetitive, and the book could benefit from more real-life examples and case studies to illustrate the concepts in action. Additionally, while the authors emphasize the importance of authenticity, there are times when the narrative feels slightly formulaic and scripted.

Despite these minor criticisms, "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" is an invaluable resource for sales professionals looking to elevate their game. It challenges conventional sales wisdom and provides a fresh perspective that puts the focus back on building genuine relationships and delivering value. If you are willing to embrace a more consultative and customer-centric approach to sales, this book has the potential to revolutionize your sales results and transform your career.

old school principals

So tired of old school worn out plays and recycled ideas of other people. I hear snippets of five other authors in this book. Not one new concept or prospective for the well read. However, this is a great first book for the newer sales people searching for truths in a world full of internet garbage.

The only sales book you need to read

If you only ever read one book about sales, read this one... It's the definitive approach for building a successful sales activity!

On Target Information

This work examines a sale from most possible angles. Author shares lots of subtle nuances that need to be remembered. Great thinking throughout.

The audio is a bit monotone, sounds like a tired Anderson Cooper.

Good baseline of sales practices

Good baseline of sales practices and principles. The book lays out the different stages of the sales process and highlights areas within each stage that are important to nail down.

Client focused, concise and to the point.

Very specific and useful examples to use with your prospects and clients. Highly recommended whether you're new to sales or just brushing up.

Extrairdinary, now I know why I didn't sell

incredibly explained, awsome skill set to develop and framework to follow.
Thanks for sharing all this knowledge.

My Favorite “Sales” book to date.

This book is more about preparing properly, communicating better and coming to an understanding on if you of the customer is going to be wasting time. Unlike many other sales book, this book is not about a “magic” process or formula to influence clients to do business with you. It more about how to focus on your client and make sure you are offering value. I will revisit this book every year.