getAbstract Summary: Get the key points from this book in less than 10 minutes.

FranklinCovey sales instructors Mahan Khalsa and Randy Illig offer a no-nonsense, emotionally intelligent approach to making selling easier, more professional and more fulfilling. Drawing on decades of experience in sales and sales training, they explain how to avoid the fundamental indignities of sales – countless cold calls and constant rejection – and replace them with a thoughtful, consultative methodology that helps salespeople, their companies and especially their clients. Khalsa and Illig contend that when salespeople forget about numbers and quotas and focus completely on client needs, good things follow for all. While this manual will most benefit business-to-business sellers of six- and seven-figure solutions, getAbstract recommends its counsel to salespeople, sales leaders and persuaders in all fields at all levels.

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© 2008

LET'S GET REAL OR LET'S NOT PLAY by Mahan Khalsa. Summarized by arrangement with Portfolio, an imprint of Penguin Publishing Group, a division of Penguin Random House LLC