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Let's Get Real or Let's Not Play

Transforming the Buyer/Seller Relationship
Narrated by: Randy Illig
Length: 6 hrs and 53 mins
Categories: Business, Sales
4.5 out of 5 stars (319 ratings)

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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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    • Overall
      3 out of 5 stars
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      5 out of 5 stars

    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

    3 of 3 people found this review helpful

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      2 out of 5 stars
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    Get some goddam BALLS

    I saw all the good reviews, so I bought this.
    This book, is an okay book, but is more for people who work for big consulting companies, and not doing solo work.
    I mean, in last chapter guy was talking about cold calls, not understanding what it actually is.
    He said, - request more info from company, before cold calling them. Are you serious?
    I don't have a problem, with people who work for someone, but when you get all of the lead from your bosses team, it's not the same as building your business from scratch. No matter how much marketing you do, you have to generate business yourself, when you starting out. This guy, understandably doesn't understand this concept, because he is getting all his lead, on the silver platter, served to him.
    And get some balls, Jesus. Too much of a: "Are you comfortable with this?", "What do you want to talk about", "Can I put my hand here" kind of stuff
    So, if you are working solo, this book is a waste of time.

    1 of 1 people found this review helpful

    • Overall
      2 out of 5 stars

    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 24 people found this review helpful

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    New in the consulting world?

    This is a must read. I came from the staff aug world into a consulting company and this is a play by play book. I would venture to call this the manual. It’s very helpful and gives you real life actionable items.

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    The only true book on sales.

    Read this book again and again to learn the simple truth of redirecting your efforts.

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    Loved it!

    Wonderful and helpful book for sales people! It’s certainly a new way of looking at helping clients!

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    Even a 40 year sales pro can learn

    Clean and simple, basically the premise of the title right? Let's get straight to it, not monkey around. It was a quick listen (2x's speed was perfect) and a few good takeaways. Better than average book, well worth the time.

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    Best sales book I have listened to!!!

    i sell expensive complex software and the approach and principle in this book work. Client relationships are stronger.

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    Selling without self-loathing!

    I enjoyed listening to this work. I enjoyed being sold to as I learned more about selling. Making it easy to say no... Means I'm still pondering if I should say yes. That's what my clients need to feel... Assuming they eventually say yes!

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    Aspiring sales professionals MUST READ

    By far the best consultive book I’ve read on selling. Not just a “do more” or tactical sales tip and tricks read. I’ve implemented only 25% of what I’ve read in this book and it’s strengthened my ratios and eliciting responses significantly. This book will teach you how to weave through the sales process in a natural way that pulls your prospective clients into engagement rather than forcing steps or pushing them.

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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.

    2 of 2 people found this review helpful

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      3 out of 5 stars
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    • Gus
    • 08-02-18

    the title is more memorable than the book

    I really wanted to like this book, the title and summary lead me to believe this was the book for me.
    but frankly there is nothing really new about this book, it is essentially put the client first. Also seeing the forward is from Stephen covey you can guess there is going to be a lot rephrasing the 7 habits.

    in any case here are the 5 key beliefs the book focuses on

    5 key beliefs:
    1. Consultants (sellers) and Clients Want the Same Thing.
    2. Intent Counts More than Technique
    3. Solutions Have No Inherent Value
    4. Methodology Matters
    5. World-class Inquiry Precedes World-class Advocacy

    in the end this book was quite forgettable, not a waste of money but there are better and more memorable books about building buyer seller relationship

    0 of 1 people found this review helpful