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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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- By roland on 04-18-17
By: Mark Hunter CSP
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- By: Roger Connors, Tom Smith
- Narrated by: Lloyd James
- Length: 9 hrs and 53 mins
- Unabridged
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Overall
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Performance
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Story
Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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Power Listening
- Mastering the Most Critical Business Skill of All
- By: Bernard T Ferrari
- Narrated by: Sean Pratt
- Length: 5 hrs and 36 mins
- Unabridged
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Overall
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Performance
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Story
Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
- By Alejandro A. on 09-07-12
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
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Overall
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Performance
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Story
In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged
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Overall
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Performance
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Story
The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
- By Joe on 07-20-17
By: Jeb Blount
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- By: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrated by: Brian Holsopple
- Length: 5 hrs and 17 mins
- Unabridged
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Overall
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Performance
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Story
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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Sales leadership 101
- By Sole Trades on 08-29-20
By: James M. Kouzes, and others
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The Stay Interview
- A Manager's Guide to Keeping the Best and Brightest
- By: Richard P. Finnegan
- Narrated by: Tim Andres Pabon
- Length: 3 hrs and 3 mins
- Unabridged
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Overall
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Performance
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Story
This practical guide introduces managers to a powerful new engagement and retention tool: the stay interview. Smart companies have begun conducting these periodic reviews in order to discover why their important talent might leave and to solve any problems before they actually quit.
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Great advice.
- By Kevin L. Jeter on 11-02-18
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SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
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Overall
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Performance
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Story
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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Journey to the Emerald City
- By: Roger Connors, Tom Smith, Craig Hickman
- Narrated by: Wayne Shepherd
- Length: 2 hrs and 51 mins
- Abridged
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Overall
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Performance
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Story
Building on the success of their previous title, The Oz Principle, Connors and Smith explore the direct link between a company's culture and the results it produces. Journey to the Emerald City details a clear road map for accelerating the move to a culture of accountability in which people focus on achieving the results critical to a company's future.
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Every creative leaders go to book
- By June on 01-08-18
By: Roger Connors, and others
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Sales Leadership
- The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence, and Exceed Your Business Goals
- By: Keith Rosen MCC
- Narrated by: Keith Rosen MCC
- Length: 11 hrs and 12 mins
- Unabridged
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Overall
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Performance
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Story
What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
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Link to collateral mentioned in the book was dead
- By Gina Godsey on 01-22-19
By: Keith Rosen MCC
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Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- By: Karen Martin
- Narrated by: Karen Martin
- Length: 8 hrs and 25 mins
- Unabridged
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Overall
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Performance
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Story
Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
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Not for me - dislike narrator's voice +
- By sharing1 on 10-11-19
By: Karen Martin
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Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
- Unabridged
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Overall
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Performance
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Story
Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
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Thanks Chris Voss!
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Great book on cold calling
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Fanatical Prospecting
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One of the best books on Sales!
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Great by Choice
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The new question: Ten years after the worldwide bestseller Good to Great, Jim Collins returns to ask: Why do some companies thrive in uncertainty, even chaos, and others do not? In Great by Choice, Collins and his colleague, Morten T. Hansen, enumerate the principles for building a truly great enterprise in unpredictable, tumultuous, and fast-moving times. The new study: Great by Choice distinguishes itself from Collins’s prior work by its focus on the type of unstable environments faced by leaders today.
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an unendurable narration
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Exactly What to Say
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Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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What listeners say about Let's Get Real or Let's Not Play
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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Overall
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Performance
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Story
- 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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- 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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- Chris
- 01-28-22
On Target Information
This work examines a sale from most possible angles. Author shares lots of subtle nuances that need to be remembered. Great thinking throughout.
The audio is a bit monotone, sounds like a tired Anderson Cooper.
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