Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed

By Mahan Khalsa

Categories: Business & Money

Let's Get Real or Let's Not Play sets out Mahan Khalsa's approach to business-to-business selling, built on the idea that salespeople do best when they focus entirely on helping clients succeed rather than on closing deals or meeting quotas. Drawing on FranklinCovey's Sales Performance Group methods, Khalsa argues that a seller must help clients cut costs, raise revenue and improve productivity and quality. He shows how to win new business, ask hard questions in a soft way and close deals by opening minds.

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• Seth Godin: “Mahan Khalsa has written a book called Let’s Get Real or Let’s Not Play about B2B selling. But the lesson of Let’s Get Real or Let’s Not Play is simple. What promises are you going to make this week?”