Lets Get Real or Lets Not Play by
Mahan Khalsa
For Those Who Need To Get Real About Selling
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 book shares the unique FranklinCovey Sales Performance Group
methodology that will help readers:
• 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
Personal Review: Lets Get Real or Lets Not Play by Mahan
Khalsa
If you are involved in complex selling that involves building long term
relationships, I think you find this book to be terrific. This book ties in very
nicely with the kinds of principles espoused by Stephen R. Covey (who
also provides the forward). While I am not sure of their current relationship
(things change so fast nowadays) both authors have been closely
associate with or part of Franklin Covey and founded their Sales
Performance group. This book is also an expanded version of a similar
work Khalsa did for Microsoft. I appreciate its simultaneous emphasis on
real human values and solid sales methodology. The first sentence of the
introduction says that sales skills are life skills. Wouldn't it be nice if more
people understood that truth? Humanity and technique can combine to be
a powerful force that ends up helping both you and your customers
achieve your business objectives.
The book has only seven chapters plus the foreword, preface, introduction,
three appendices, and an index. The seven chapters cover:
1) The five Key Beliefs (Consultants and Clients want the same thing,
while technique is important intent counts for more, solutions are not
inherently valuable, methodology matters, world-class inquiry comes
before world-class advocacy.
2) How you go about truly qualifying a potential client.
3) How you identify qualifying opportunities
4) How you use time, people, and money as resources for proper
qualification

5) All About Qualifying Decisions - how you influence the decision
process, how you get access to the stakeholders that decide, what criteria
are used to make decisions.
6) How to understand and enable decision making through
presentations, meetings, and savvy.
7) Creating new opportunities.
What I appreciate most about this book is that the authors know and admit
that not every possible deal makes sense nor is every possible client a
good fit for your company. I also agree deeply with the book's attitude
towards behaving like a real person and engaging your clients knowing
that they are also real people. You both have interests and you both know
that you both need something from each other to make the deal work. The
other party is not just a thing to be manipulated. He or she is a person with
a job and a life. Respect for those mutual realities is refreshing and
important.
Fine book. I wish everyone in sales would read it.
Reviewed by Craig Matteson, Ann Arbor, MI
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