Item description for Let's Get Real or Let's Not Play (audio CD) by Mahan Khalsa...
Selling is the second oldest profession, often confused with the first.
The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.
On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. 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 illusive, ignorant, and arrogant.
Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.
Helping Clients Succeed is fundamental to the success of any business. This program teaches you to become totally client-focused, 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 succeed.
Promise Angels is dedicated to bringing you great books at great prices. Whether you read for entertainment, to learn, or for literacy - you will find what you want at promiseangels.com!
Est. Packaging Dimensions: Length: 7.13" Width: 5.06" Height: 2.92" Weight: 1.22 lbs.
Release Date Jun 1, 2000
ISBN 1929494165 ISBN13 9781929494163
Availability 0 units.
More About Mahan Khalsa
Khalsa is a world-renowned expert in business development. He graduated with honors in economics from UCLA and has an MBA from Harvard.
Reviews - What do customers think about Let's Get Real or Let's Not Play (audio CD)?
Best business book ever! Jun 21, 2008
This is the best business book I have ever read. If you are in any industry and in role within your company, you will gain value from the principles in this book. Mahan Khalsa is the master! I also recommend the complementing CDs.
Service professional's handbook Sep 3, 2007
Don't start your own service business without reading this book. Mahan's insights into common consulting problems and how to address them is amazing. This is the second time I have started my own consulting practice and this time, I am armed with much better information on how to sell, bill, and propose jobs. I keep rereading the book so I can absorb all of the great information. It is easy to read and understand.
Good Sales Book May 20, 2007
"Selling is the second oldest profession, often confused with the first" is the quote on the back of the book. True, many see sales as prostitution, but this book helps show how it is really elevated.
The book has great information on being client focused. The author does not miss anything, and every sales person will benefit from reading this book. I do have to warn the reader that is is a bit like a "text book", and not an easy read. However, it is worth it once you get through the whole thing, you will have a better appreciation for selling correctly.
A Welcome Reference Apr 26, 2007
The intention of this review isn't to rehash all the reviews you see before you -- there are many detailed ones below and above that can give you some good details. I am hoping to shed some light on the reason I believe we have some who LOVE this book, and some who found it disappointing.
I will confess that I purchased this book because I had to: my consulting firm (the biggest of the Big 3) made this a required reading. I ordered it from this site and read it over the course of four short flights.
I loved this book. There is a lot of good common sense in here that is needs to be shared -- for some it's not news (and hence why maybe it didn't get a high rating from everyone), but unless we incorporate it into our thinking then we will continually be faced with either guessing what the client wants, or business development expenses that simply can't be justified.
I would strongly recommend this book to anyone at a manager level or above in professional services. Absolutely.
Academic Sales at best and not for me ... Feb 20, 2007
I am sure many people love this book but man it is academia at its best if that's what you are looking for. Charts and graphs and decision matrix and everything but something real in my opinion. I see the world a little different than most but after thirty years in corporate America with Fortune 50's this is the last thing they need is more encouragment in the BS - but then that's just me. Obviously with the rating that is out here most dont agree so I'm still swimming upstream. I happen to have just read (see my review) The Best Damn Sales Book Ever and then this and go read it if you want to be a great sales person.