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

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

  • Title: Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
  • Author: Mahan Khalsa Randy Illig Stephen R. Covey
  • ISBN: 9781591842262
  • Page: 488
  • Format: Hardcover
  • 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 argueThe 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 book shares the unique FranklinCovey Sales Performance Group methodology that will help readers 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

    One thought on “Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship”

    1. 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.

    2. One of the better sales books that I've read.The book is clearly written to promote the authors' business, but it does not appear too salesy. It offers lots of great information. While not much information is new and you can find it in many other sales books, what made this one clearly better is that they offer ways to address challenges. With suggested actions and scripts, you have a clearer idea of what to do and say.I've read lots of sales books. They all come in two flavours - what to do to [...]

    3. 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].

    4. 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.

    5. 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.

    6. This book focuses on sales, clients, and the beep beep customers. I thought it was a pretty good business book even though I haven't had read a ton in this genre but I am a businessman. This book kinda reminded me of First, Break All the Rules: What the World's Greatest Managers Do Differently Now on to the notes:As trust goes up, speed goes up, and cost goes down. As trust decreases, everything slows and costs rise. This applies to more than just business but in everyday relationships.You're mo [...]

    7. This book probably needs a couple readings for all the concepts to sink in. It is mostly focused on selling in the world of consultants, but the principles are very valid for all types of sales. It is pragmatic and with the best intentions of the customer front and center. At times, the techniques feel manipulative, but if the user is true to the intent to serve and put the success of the customer first, it should not feel malicious.

    8. 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 [...]

    9. BRILLIANT. Anyone selling anything must read this book. Anyone running anything must read this book. A seminal sales training volume filled with insight into the value of properly qualifying, closing, servicing, and delighting your prospects and customers. I recommend this above anything by Zig Z. or Brian T. Seriously--it is that good.

    10. 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.

    11. 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.

    12. Really liked the effective questioning section and closing lines Very practical and superior to most other books in that realm. Quantifying soft goals or services to better measure their ROI was brilliant too! Worth reading for those working in sales :)

    13. 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.

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