The notion of selling carries a lot of negative baggage. As it has developed,
sales has often become a fear-based relationship. Customers are afraid that they
will be sold a bill of goods, or that a salesperson will talk them into
something that doesn't help them succeed. On the other hand, salespeople fear
they won't make the sale. If they lose enough sales, they won't make quota, and
they won't personally succeed. In their quest to close the deal, even some of
the world's largest, quota-crazed organizations have, at times, developed a
reputation for salespeople who are illusive, ignorant, and arrogant. Buyers
don't trust sellers. Because they aren't trusted, sellers have to guess, and
often guess wrong. Buyers prove themselves right and create higher hurdles. And
so it goes, with neither client nor consultant achieving success. Let's Get Real
teaches you to become totally client-focused, break down the barriers of
dysfunctional business development, and find rewarding, productive business
relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts to the
chase, through the nonsense, and zeros in on helping clients succeed.