
Let's Get Real or Let's Not Play
Transforming the Buyer/Seller Relationship
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Narrated by:
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Mahan Khalsa
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Randy Illig
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Stephen R. Covey
About this listen
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 audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners:
- 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
Read by the authors Mahan Khalsa and Randy Illing, with Stephen R. Covey.
©2019 Mahan Khalsa, Randy Illig, and Stephen R. Covey (P)2019 Penguin AudioListeners also enjoyed...
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Story
Sales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money! Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient or effective for the individual or the company.
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for beginners
- By Justin Norman on 03-06-18
By: Cory Bray, and others
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Linchpin
- Are You Indispensable?
- By: Seth Godin
- Narrated by: Seth Godin
- Length: 8 hrs and 19 mins
- Unabridged
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There used to be two teams in every workplace: management and labor. Now there’s a third team, the linchpins. These people invent, lead (regardless of title), connect others, make things happen, and create order out of chaos. They figure out what to do when there’s no rule book. They delight and challenge their customers and peers. They love their work, pour their best selves into it, and turn each day into a kind of art.
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I was expecting more
- By Steve High on 04-06-10
By: Seth Godin
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The Science of Selling
- Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
- By: David Hoffeld
- Narrated by: David Hoffeld
- Length: 7 hrs and 52 mins
- Unabridged
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Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today's fiercely competitive marketplace, you can't afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed "gurus", how do you know which sales strategies actually work? Leading sales trainer, researcher, and CEO of Hoffeld Group David Hoffeld has the answer.
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Misunderstands both Science and Selling
- By Mike A on 04-25-17
By: David Hoffeld
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SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
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To Sell Is Human
- The Surprising Truth about Moving Others
- By: Daniel H. Pink
- Narrated by: Daniel H. Pink
- Length: 6 hrs and 6 mins
- Unabridged
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According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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Lenghty book with a few solid tips on persuation
- By Gerardo A Dada on 01-21-13
By: Daniel H. Pink
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You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- By: David Mattson - foreword, David H. Sandler
- Narrated by: Sean Pratt
- Length: 8 hrs and 23 mins
- Unabridged
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The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
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Great Book to learn the Sandler Selling Techniques
- By DLEW510 on 11-16-17
By: David Mattson - foreword, and others
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The Trusted Advisor
- 20th Anniversary Edition
- By: David H. Maister, Robert M. Galford, Charles H. Green
- Narrated by: BJ Harrison
- Length: 10 hrs and 38 mins
- Unabridged
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In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.
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Where’s the PDF?
- By Ken Fridley on 07-05-21
By: David H. Maister, and others
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Start with No
- The Negotiating Tools that the Pros Don't Want You to Know
- By: Jim Camp
- Narrated by: Robert Jordan
- Length: 7 hrs and 58 mins
- Unabridged
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For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.
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Thanks Chris Voss!
- By Dennis Hettema on 10-03-20
By: Jim Camp
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- By: Oren Klaff
- Narrated by: Stephen Bowlby
- Length: 6 hrs and 14 mins
- Unabridged
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When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
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the theory is there, but the stories miss
- By Mike Pistentis on 10-29-23
By: Oren Klaff
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Give and Take
- A Revolutionary Approach to Success
- By: Adam M. Grant PhD
- Narrated by: Brian Keith Lewis
- Length: 11 hrs and 50 mins
- Unabridged
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For generations, we have focused on the individual drivers of success: Passion, hard work, talent, and luck. But in today’s dramatically reconfigured world, success is increasingly dependent on how we interact with others. In Give and Take, Adam Grant, an award-winning researcher and Wharton’s highest-rated professor, examines the surprising forces that shape why some people rise to the top of the success ladder while others sink to the bottom.
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Give ‘Til it Helps - Your Company
- By Cynthia on 04-15-13
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Eat What You Kill
- Becoming a Sales Carnivore
- By: Sam Taggart
- Narrated by: Dallis Seeker
- Length: 7 hrs and 2 mins
- Unabridged
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Just ten years ago, Sam Taggart was beating the streets as a door-to-door salesman selling solar and alarm systems, getting thousands of doors slammed in his face–and worse–every day. Now, Sam is the founder and CEO of D2D Experts, a seven-figure sales empire that offers training to an active userbase of 30,000 members. Eat What You Kill is the key to mastering the art of sales–and it all starts with a simple mindset shift.
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The how of becoming a Sales Carnivore
- By Anonymous User on 04-07-25
By: Sam Taggart
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
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Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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multiple sound defects, sounds like in barrel
- By DAVID on 03-09-14
By: Brian Tracy
What listeners say about Let's Get Real or Let's Not Play
Highly rated for:
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- Don Draper
- 08-19-23
Get real 👏👏👏
Let me begin by saying that "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" by Mahan Khalsa and Randy Illig is a game-changer in the sales world. This book presents a refreshing and insightful approach to sales that goes beyond the traditional transaction-focused mentality. It delves deep into building genuine relationships with buyers, emphasizing authenticity, trust, and mutual value creation.
One of the most compelling aspects of this book is its emphasis on the importance of aligning the interests of buyers and sellers. Khalsa and Illig argue that the key to successful sales lies in understanding the specific needs, challenges, and goals of your customers and tailoring your approach accordingly. They advocate for a consultative selling approach that focuses on asking the right questions, listening actively, and providing tailored solutions. By doing so, sales professionals can create long-term partnerships built on trust, rather than short-term transactions.
The authors also explore the crucial role of communication and dialogue in the sales process. They highlight the significance of effective communication skills such as active listening, empathy, and clear articulation of value propositions. By mastering these skills, salespeople can engage buyers on a deeper level and foster meaningful connections, ultimately leading to increased sales success.
Furthermore, "Let's Get Real or Let's Not Play" offers practical frameworks and strategies that can be directly applied to the sales profession. The book provides a step-by-step guide for creating impactful sales conversations, conducting effective discovery meetings, and negotiating win-win outcomes. It also tackles common challenges faced by sales professionals, such as dealing with objections, handling pricing discussions, and managing the sales pipeline.
This is one of those titles that should be in every sales professionals library. By focusing on building authentic relationships and understanding the unique needs of my clients, I have seen a significant increase in client satisfaction and loyalty. The consultative selling approach advocated in the book has allowed me to add more value to my customers' businesses, resulting in higher sales conversions and increased revenue.
However, it's important to note that "Let's Get Real or Let's Not Play" is not without its flaws. Some readers may find certain sections repetitive, and the book could benefit from more real-life examples and case studies to illustrate the concepts in action. Additionally, while the authors emphasize the importance of authenticity, there are times when the narrative feels slightly formulaic and scripted.
Despite these minor criticisms, "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" is an invaluable resource for sales professionals looking to elevate their game. It challenges conventional sales wisdom and provides a fresh perspective that puts the focus back on building genuine relationships and delivering value. If you are willing to embrace a more consultative and customer-centric approach to sales, this book has the potential to revolutionize your sales results and transform your career.
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- Ronald Deontae Washington
- 05-18-24
Great book For Consultants
Loved it. It had a lot of great actionable details that are able to follow thoroughly. I highly recommend it.
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- robert wolfrum
- 01-29-21
old school principals
So tired of old school worn out plays and recycled ideas of other people. I hear snippets of five other authors in this book. Not one new concept or prospective for the well read. However, this is a great first book for the newer sales people searching for truths in a world full of internet garbage.
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1 person found this helpful
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- alex
- 03-12-25
Applicable takeaways
Loved real life examples and stories. In my role I can apply a lot of these methodologies and think less about my checklist and more about my potential clients
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- Jakob Bovin
- 11-06-21
The only sales book you need to read
If you only ever read one book about sales, read this one... It's the definitive approach for building a successful sales activity!
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- Trevor DC
- 02-19-20
blueprint for modern selling
this is one of the first books I would read if you are begining B2B selling.
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- Teguns
- 11-15-24
It’s the best sales book ever written
Give the book one chapter- you’ll agree with my title.. It’s influenced everything I’ve done in sales since reading.
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- Thomas
- 09-22-21
Client focused, concise and to the point.
Very specific and useful examples to use with your prospects and clients. Highly recommended whether you're new to sales or just brushing up.
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- Anonymous User
- 07-27-20
Extrairdinary, now I know why I didn't sell
incredibly explained, awsome skill set to develop and framework to follow.
Thanks for sharing all this knowledge.
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- Adam T.
- 10-06-20
My Favorite “Sales” book to date.
This book is more about preparing properly, communicating better and coming to an understanding on if you of the customer is going to be wasting time. Unlike many other sales book, this book is not about a “magic” process or formula to influence clients to do business with you. It more about how to focus on your client and make sure you are offering value. I will revisit this book every year.
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