Lets Get Real or Lets Not Play. The Demise of 20th Century Selling &

Lets Get Real or Lets Not Play. The Demise of 20th Century Selling & the Advent of Helping Clients Succeed. Mahan Khalsa. 1999. ISBN: 1883219507. 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.

Helping Clients Succeed™ is fundamental to the success of any business. This program 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 through the nonsense and focuses on getting results and helping clients succeed. This is avery useful book. It really helps the salesperson stop guessing and ask those questions that need to be asked. It truly means getting real.

Mike Peck pointed this book out to me and it ties into a few others i am reading at the moment as well as work we are doing on improving lead generation. It all ties into "truth based" marketing and sales.