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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
  • ©2008 Mahan Khalsa & Randy Illig; (P)2008 Gildan Media Corp

    Critic Reviews

    "This is not just another good book - this is an absolutely amazing book, one of the best book on sales I have ever read!" (Stephen M.R. Covey)

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    What members say

    Average Customer Ratings

    Overall

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    • Overall

    Boring, Theoretical--Making Selling Complicated

    The narrator makes me sleep. And the selling skills are too theoretical, such as No Guess. Selling is an art rather than a precise science. This audiobook is too left brain-driven. Not creative and street smart enough as selling should be!!

    16 of 23 people found this review helpful

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    excellent ideas, painful narrator and sound qualit

    How did the narrator detract from the book?

    The narrator's voice is not good for the content's of this book. Since this is a management book, and filled with sales technical information, a professional narrator, with better diction and a sturdy voice pitch would have made my listening experience better.

    Do you think Let's Get Real or Let's Not Play needs a follow-up book? Why or why not?

    I think this book needs to be re-recorded using a professional narrator

    1 of 1 people found this review helpful

    • Overall
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    • Story

    Great book but failry specific to Consulting Sales

    This book is was very helpful for me personally. It relies heavily on examples from implementing these techniques at Microsoft. I read the book not as a sales person, but as a technical person that assists in pre-sales work. I found the content of this book very helpful, especially as someone that works regularly with the folks at Microsoft that use this book as their bible.

    You may find this less useful, if you are in sales but not software consulting. If you are not involved in the sales cycle at all this book will have limited value.

    AUDIBLE 20 REVIEW SWEEPSTAKES ENTRY

    • Overall

    It was great

    I listened it only once, but I think it will be a good help for me. And of course I'll listening it again.

    • Overall
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    • Story

    Incredible sales methodology!

    Best book on sales methodology I've read so far. This will be my new sales bible going forward.

    • Overall
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    • Story

    Time to Get Real

    Unlike most sales strategies, Let's Get Real, or Let's Not Play is a lesson in service, and more specifically how can consultants be of service to their clients and not just provide them a box or part. The theory is uncomfortable, but once it is bought into, I have no doubt it will propel me into both a new level of success and a new level of being a client servant. I am excited to finally give myself permission to say, "maybe this isn't a good fit". Thank you for allowing me that freedom!

    • Overall
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    WOW!

    A masterpiece of selling technique. Mahan and Randy lay it out for everyone. This book is real!

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    • William
    • Columbia, SC, United States
    • 10-07-16

    Unlike most sales books, this strategy could work!

    Would you consider the audio edition of Let's Get Real or Let's Not Play to be better than the print version?

    Theaudio version lets you get the big picture when you're driving or riding around but there's no substitute for a book that can have notes written in the margin or diagrams that can be seen. I'm an auditory person but graphs and charts are pretty important to me as well.

    Any additional comments?

    This seems like the Sandler sales process repackaged in a more tame and relaxed format. It is the presentation of a strategy that can actually work in real life... unlike most sales books. I have the printed and the audio version and I think they go hand in hand.

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    Best advice for creating positive customer relationship ever

    I've had this book for over 10 years and I've listen to it in parts at various times in my career.

    I just listened to it start to finish and although I have changed jobs several times it's still holds very true. in that span and sold everything from hardware to software to services I can say that this is the best advice you can receive to both keeping your sanity positive relationships with your customers.

    • Overall
    • Performance
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    Qualify opportunities

    This is a great lesson. I found it refreshing to learn how to turn a pre-sale from the solution to addressing the requirements. Lessening the blow and turning your delivery into a scripted reflection of the customers' intent will take me awhile to practice. I look forward to it.

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    • Alistair
    • 05-30-15

    its a fantastic book

    Would you listen to Let's Get Real or Let's Not Play again? Why?

    I like to listen to this when I am driving 3 hours to meet with a client as it puts me in the right frame of mind to get the best win/win outcome from the meeting for both myself and my client.

    1 of 1 people found this review helpful