Summary of Let’s Get Real or Let’s Not Play

Transforming the Buyer/Seller Relationship

Mahan Khalsa and Randy Illig

Portfolio, 2008 more...

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Let’s Get Real or Let’s Not Play book summary

Forget quotas. To close more sales and retain more clients, focus only on solving client problems.

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Rating

8 Overall

9 Applicability

7 Innovation

8 Style

Recommendation

FranklinCovey sales instructors Mahan Khalsa and Randy Illig offer a no-nonsense, emotionally intelligent approach to making selling easier, more professional and more fulfilling. Drawing on decades of experience in sales and sales training, they explain how to avoid the fundamental indignities of sales – countless cold calls and constant rejection – and replace them with a thoughtful, consultative methodology that helps salespeople, their companies and especially their clients. Khalsa and Illig contend that when salespeople forget about numbers and quotas and focus completely on client needs, good things follow for all. While this manual will most benefit business-to-business sellers of six- and seven-figure solutions, getAbstract recommends its counsel to salespeople, sales leaders and persuaders in all fields at all levels.

In this summary, you will learn

Why potential clients look down on salespeople and avoid their calls;
How to change this dynamic, professionalize your approach and gain clients’ trust; and
What strategies will help you choose opportunities to pursue that you can win.

Summary

Think Differently About Sales
Salespeople face suspicion and rejection daily. Clients often ask them to answer a ton of questions, reveal proprietary information, and spend hours and money on proposals for projects that may never occur – or for which they’ve already selected a winner.<...

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About the Authors

FranklinCovey sales trainer Mahan Khalsa helped Randy Illig boost sales when he was CEO of an IT consulting firm. Subsequently Illig joined Khalsa at FranklinCovey. Together, they teach and consult about sales performance for global Fortune 500 firms.