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Let’s Get Real Or Let’s Not Play

Last July I was honored to be sent a final draft of Mahan Khalsa and Randy Illig’s revised and expanded edition of Let’s Get Real or Let’s Not Play.

Mahan and Randy are key members of FranklinCovey’s sales performance practice.  (Here is a podcast interview I did with Mahan.)

What is immediately significant about this book is its extreme richness—the product of four concurrent layers of considerable substance.

First, and perhaps the most important, is the underlying, immutable philosophy of seeking and handling the truth—the truth about our clients, our solutions, our sales opportunities, and the truth about ourselves.

The next layer is methodology. This is not like many books about selling, which are compendia of random tips and tricks. Here Mahan and Randy lay out the case for process and then employ one of their own to transport us efficiently through their content.

Then the “What you have to do” is layered throughout—clear, unambiguous guidance that takes us through the most difficult challenges we face as sellers.

Finally, the “How”—the words your client will say and how you might respond, powerful graphics that represent new concepts, and detailed checklists are examples.

Let’s Get Real or Let’s Not Play isn’t for the casual, opportunistic skill-and tip-skimmer who PLAYS at sales. It’s for those who need to get REAL about selling.

I highly recommend this book.