Sales Performance Solutions

Praise for Let’s Get Real or Let’s Not Play

Let’s Get Real or Let’s Not Play elevates the professions of selling and business development to a new level through sound business thinking and genuine care for others.” —Jean-Philippe Courtois, President, Microsoft International

“This book tells you not only what to do but how to do it to truly understand clients’ needs, help them succeed, and win their business. Let’s Get Real or Let’s Not Play is a must-read book for everyone involved in sales.” —Steve Shuckenbrock, President, Global Services, and CIO, Dell

“An astonishing breakthrough book that transforms the buyer-seller relationship into an honorable and positive human relationship Should be required reading for all of us inter­ested in awe-inspiring results.” —Warren Bennis, Distinguished Professor of Business, University of Southern California; coauthor of Judgment: How Great Leaders Make Winning Calls and author of On Becoming a Leader

“Let’s Get Real or Let’s Not Play provides sound advice for moving from transactional buyer-seller to trusted person-to-person relationships. It teaches how to get back to the fundamentals of listening effectively—both to your client and to your gut.”—Mark Hawn, Managing Director, Sales Effectiveness, Accenture

“Finally a real book that’s about the complicated relationships between sales professionals and clients! A picture may be worth a thousand words, but this book is jam-packed with a message and words that will make a real difference!” —Jeffrey W. Hayzlett, Chief Business Development Officer and Vice President, Eastman Kodak Company

“This is not just another good book—this is an absolutely amazing book, one of the best books on sales I have ever read!” —Stephen M.R. Covey, bestselling author of The Speed of Trust

“Let’s Get Real or Lets Not Play is a must read for every person involved in a client service business. It is a “go-to” play book for every consultant in all industries.” — Rick Wellner, CEBS Senior Vice President, Aon Global, Aon Consulting

“Let’s Get Real or Let’s Not Play correctly positions the art of selling as the art of relationship building. It’s a simple, powerful, and practical way to grow a business.” — John Jantsch, author of Duct Tape Marketing

“If you want to positively differentiate yourself from your competition, read Let’s Get Real or Let’s Not Play. Most of all, this book will help you help your clients succeed, and your success will grow.” — Jeff Renzi, Executive Vice President, Global Sales & Marketing, Perot Systems

“Let’s Get Real or Let’s Not Play should be required study for any sales professional, at any level, who is committed to increasing sales proficiency and tangible order production. Mahan and Randy have done a great job explaining the fundamentals of the sales process, based on recognizing client needs and building client trust and acceptance.”— Armen A. Manoogian, CEO, United Business Technologies

“Selling is a complex, competitive and challenging career. Mahan and Randy walk their readers through a way of thinking about their customers, which results in better solutions, customer loyalty, larger deals, and less wasted time for sales professionals and their customers.” — Jeffrey P. Kane, President, NEC Unified Solutions, Inc.

“Let’s Get Real or Let’s Not Play isn’t for the casual, opportunistic skill-skimmer who PLAYS at sales. It’s for those who need to get REAL about selling. Mahan Khalsa and Randy Illig provide the philosophy, the what-to-do and how-to-do-it, to clearly guide us through some of our toughest challenges and find breakthrough success in sales.” — Dave Stein, CEO and Founder, ES Research Group, Inc.

Send Let’s Get Real or Lets Not Play to every prospect you have – if they read it and understand the transforming message on selling and buying you have a great prospect. If they don’t – save yourself a lot of time and move on!” — Taylor Macdonald, Vice President, Worldwide Channels and Sales Alliance, Deltek

“Let’s Get Real or Let’s Not Play is vital for everyone involved in B-to-B sales. The concepts and tools shared in the book will raise your awareness to new levels of understanding, thinking, trust, and influence to create the best possible foundation for working together with clients to create extraordinary success for both parties.” — Greg Boyd, President, MIS Group

“Let’s Get Real or Let’s Not Play provides a powerful process and set of tools for moving away from non-productive sales activities and toward ‘getting real,’ to truly understand clients and create value. If you want to consistently win and retain, clients, read this book.”— Ralph Oliva, Executive Director, Institute for the Study of Business Markets, SMEAL College of Business, Penn State

“Let’s Get Real or Let’s Not Play is the how-to-do-it book that will generate sales.”— Phil Clark, Senior Vice President, Global Sales and Marketing, Invensys Process Systems

“Let’s Get Real or Let’s Not Play gets to the heart of how to become world-class trusted advisors who genuinely help clients succeed. The approach and tools found in the book can make a big difference in any company that wants to be known for providing value to their clients and not just billing services.” Ann Lathrop, Executive-in-Charge of Marketing Development and Sales, Crowe Chizek and Company LLC