Regular price: $27.99

Membership details Membership details
  • A 30-day trial plus your first audiobook, free.
  • 1 credit/month after trial – good for any book, any price.
  • Easy exchanges – swap any book you don’t love.
  • Keep your audiobooks, even if you cancel.
  • After your trial, Audible is just $14.95/month.
OR
In Cart

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)

    More from the same

    What members say

    Average Customer Ratings

    Overall

    • 4.5 out of 5 stars
    • 5 Stars
      167
    • 4 Stars
      55
    • 3 Stars
      27
    • 2 Stars
      12
    • 1 Stars
      4

    Performance

    • 4.5 out of 5 stars
    • 5 Stars
      120
    • 4 Stars
      44
    • 3 Stars
      18
    • 2 Stars
      8
    • 1 Stars
      3

    Story

    • 4.5 out of 5 stars
    • 5 Stars
      115
    • 4 Stars
      45
    • 3 Stars
      21
    • 2 Stars
      8
    • 1 Stars
      3
    Sort by:
    • Overall
      3 out of 5 stars
    • Performance
      2 out of 5 stars
    • Story
      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

    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

    • Overall
      3 out of 5 stars
    • Performance
      5 out of 5 stars
    • Story
      3 out of 5 stars

    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.

    • Overall
      5 out of 5 stars

    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.

    • Overall
      2 out of 5 stars
    • Performance
      4 out of 5 stars
    • Story
      1 out of 5 stars

    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.

    • Overall
      5 out of 5 stars
    • Performance
      5 out of 5 stars
    • Story
      5 out of 5 stars

    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!

    • Overall
      5 out of 5 stars
    • Performance
      5 out of 5 stars
    • Story
      5 out of 5 stars

    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.

    • Overall
      5 out of 5 stars
    • Performance
      4 out of 5 stars
    • Story
      5 out of 5 stars
    • Drew
    • URBANDALE, IA, United States
    • 01-14-18

    IT Sales Consultant for 10 years - Great book!

    I've been an IT sales consultant for 10 years now. I try to read a book or two a year that focuses on sales strategy to continue to sharpen my saw. I will be rereading/listening to this book again as I found myself actively writing down some of the strategies articulated in this book. Well done to both authors great advice given in here.

    • Overall
      5 out of 5 stars
    • Performance
      5 out of 5 stars
    • Story
      5 out of 5 stars

    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
      5 out of 5 stars

    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.

    Sort by:
    • Overall
      5 out of 5 stars
    • Performance
      5 out of 5 stars
    • Story
      5 out of 5 stars
    • 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

    • Overall
      3 out of 5 stars
    • Performance
      3 out of 5 stars
    • Story
      3 out of 5 stars
    • 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