Let’s Get Real or Let’s Not Play
Where to buy Let’s Get Real or Let’s Not Play books online?
Product Description
Selling is the second oldest profession, regularly confused with the first.
The notion of selling carries a lot of baggage. As it has developed, sales has regularly become a dread-based relationship. Customers are worried that they will be “sold” a bill of goods, or that a salesperson will talk them into something that doesn’t help them make it.
On the additional hand, salespeople dread they won’t make the sale. If they “lose” enough sales, they won’t make quota, and they won’t personally make it. In their quest to “close the deal,” even some of the world’s largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are erroneous, ignorant, and arrogant.
Buyers don’t trust sellers. Because they aren’t trusted, sellers have to guess, and regularly guess incorrect. Buyers prove themselves right and make privileged hurdles. And so it goes, with neither client nor consultant achieving success.
Helping Clients Make it™ is fundamental to the success of any business. This program teaches you to become really client-all ears, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients make it.
Buy Cheap Let’s Get Real or Let’s Not Play Online
Related posts:
While I appreciate the honesty and openess Mahan brings to the theme of selling, there is small new or insightful in this book. I would hope that the majority of salespeople have already crossed the “morality bridge”.
It is an simple read, and well articulated. Sorry to say,there is small correlation between what he proposes is a “process” (it’s not) and the concepts articulated in the book. Also, I kept looking for things that would make a salesperson a better salesperson, and establish very small. Additional than avoiding terrible business from the start, there’s nothing here for serious, high level salespeople.
Reader’s Rating: 2 / 5
I’m not a huge fan of sales books or gurus as such, since most of the material and/or practitioners try to make an art or science of the obvious. Not that sales is simple, but it’s no mystery. Some examples of the genre compound the problem by taking on a rah-rah quality or the philosophy of success as the norm. Success is the norm for McDonald’s maybe, but not for anything worth selling on commission.
OK, so I’m bitter.
The tone of Let’s Get Real I establish attractive. Let’s be authentic, and in touch with the customer; Let’s Get to No, or the red light, as soon as possible. Sounds excellent. Maybe the customer doesn’t need you, but something or a name else. Maybe the customer can’t afford you. Find out now and maybe you can still catch pleased hour. No need to guess or stress.
In that vein, the book provides a useful framework for developing a prospect. But I feel it’s incomplete. My test for any sales technique is admittedly a tough but honest question, “Would the technique work for a job interview or salary negotiation?”
Let’s try it -
“So, Ms. Employer, having a name veteran in configuration management might lower your relief defect rate by 50%, according to your data?”
“Yes, Mr. Parmalee, we would expect it to drop from 100 bugs per relief to 50.”
“You relief on a quarterly basis?”
“Yes. Sometimes monthly just to clear backlog.”
“How many programmer hours per relief does it take just to fix bugs in the previous relief?”
“We have two people do nothing but patch the previous relief.”
“So if one could be place to more productive use, or dropped altogether, that might be worth 150-200 thousand per year?”
“That’s a honest estimate.”
“So why is the job posting for $60K again?”
Obviously a contrived scenario, your mileage may differ.
Along the same path lies a problem not addressed by the book either, which lies within the culture of your organization. The leader talks about the need to suppress the “Q” word, but presents nothing of a strategy for doing so. For consultants rarely exist in isolation, but work for bosses who like keeping their job (usually) and stout bonus checks (permanently). Getting to No quickly might be viewed as a threat to both. Have you ever been ordered to call the same client three times to get them to buy something, anything?
At the risk of showing my brilliance gratuitously, I establish the following passage indicative of the impression I got of the book:
“Selling is the second oldest profession, regularly confused with the first.”
It’s confused with the first because it was the first; flesh was just the first product sold. The confusion comes about by trying to call it anything else.
Reader’s Rating: 2 / 5
Best thing about this work of Mahan khalsa is that this is a no non sense book.
This book really is kind of Smoothie of some original works of the leader (yogurt), a small flavor of Dr. Covey (Strawberry), and some ingredient of Emotional Intelligence (Banana).
But the soul of the Book is ABOUT UNDERSTANDING WHAT CUSTOMER REQUIRES.
Font of the book is huge building it a pleasure to read.
I reflect this is one of the most Under Rated Book on Sales.
I also recommend the audio version of the book
Reader’s Rating: 5 / 5
I was at a two day meeting earlier in the week-and read this book on the plane.
Its an appealing title, certainly one that grabbed me. I guess I expected a Dr Phil, get out there and “make it take place” approach. Sorry to say, I can’t recommend this book. First, he goes into lengths adage how he’ll “elevate” the meadow of sales. Sales 101 is to never insult your buyer. I have been in sales all my adult life (and probably most of my childhood-question my dad). I never considered the meadow seedy or in need of elevation. His first experience – that he calls sales-isn’t sales. Its door to door, catch a name in a excellent mood, throw enough calls against the wall and hopefully something will stick. But it wasn’t sales. He was doing something un-authentic – that is why he needed elevation.
Zig Zigler was in a meadow few make it-selling pots and pan. Except he authentically believed he was selling healthy eating solutions. That is why he succeeded.
He succeeded because there is nothing new about basic problem solving or excellent consultative selling. Win/win is not new. The approach “peeling the onion” to get to the real problem and uncover hot buttons is not new. But Khalsa spends long pages on it as if he invented it. Going through to the part he suggests with a client would be annoying. A pro can dissect this information quickly-and there is nothing new about it. The Covey group a few years back was offering education, and a free initial session. The coach drove me crazy asking continually-and what would you get from this, and what would that mean to you? Be creative, lose the speech – talk opening to your clients. I like the Covey group, I like my planner but this one misses the mark.
There is another dull section discussing equally basic questions– like the innovative “who signs the cheque?” I did like his comments on negative selling– taking the opportunity away from the buyer, and watching them react by wanting it more.
This book didn’t need to be 238 pages long. But, my 52 year ancient eyes loved the large print and double spacing. I can’t judge I read it-and I hope to spare you from it.
Reader’s Rating: 1 / 5
This is a review of the CD collection. I could not get past the first CD. It was horrible. He seems like the type of person that is very analytical and says the same thing 4 different ways to make sure he covers all his basis. The actual material seemed very dull to listen to. No real techniques to attempt to make it lively. Also, it takes him a long time to get to building his point.
It was terrible. I would not recommend at all.
Reader’s Rating: 1 / 5