Let's Get Real or Let's Not Play

Let's Get Real or Let's Not Play Cover

Let's Get Real or Let's Not Play

Transforming the Buyer/Seller Relationship

By Mahan Khalsa; Randy Illig; Stephen R. Covey (Foreword by)

Portfolio, Hardcover, 9781591842262, 263pp.

Publication Date: October 30, 2008

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 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 mindsClose the deal by opening minds.

About the Author

Recognized as one of "Time" magazine s twenty-five most influential Americans, Stephen R. Covey (1932 2012) was an internationally respected leadership authority, family expert, teacher, organizational consultant, and author.His books have sold more than twenty-five million copiesin thirty-eight languages, and "The 7 Habits of Highly Effective People" was named the #1 Most Influential Business Book of the Twentieth Century. After receiving an MBA from Harvard and a doctorate degree from Brigham Young University, he became the cofounder and vice chairman of FranklinCovey, a leading global training firm.