要么动真格，要么别玩
Let's Get Real or Let's Not Play
Mahan Khalsa · 初版 1999 年
6人推荐
6位读者提及
6次提及
以清晰、真诚和情商重塑销售文化的新途径。很多时候，销售过程充斥着恐惧：客户害怕被说服做出错误决定；销售人员则担心无法成单和完成业绩指标。没有人感到满意。Mahan Khalsa 与 Randy Illig 提供了一种更好的方式。他们认为，当销售人员全心全意专注于帮助客户取得成功时，才能发挥最佳水平。客户成功，买卖双方双赢；客户不成功，双方皆输。仅仅促成客户购买已不再足够——销售人员还必须帮助
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我读的第一本关于销售的书强调的是“先探询，后主张”。Mahan Khalsa 写的《Let's Get Real or Let's Not Play》。我读这本书时，正值我的初创公司在本地市场上做完了尽可能多的客户探索访谈，正努力拿下第一单销售或试点项目……
The first book I read about sales emphasized inquiry before advocacy. Let's get real or let's not play by Mahan Khalsa. I read it at a point in time for my startup when we had done as many Customer Discovery interviews as we could in our local market, and were trying to achieve a first sale or pilot project…
Mahan Khalsa 和 Randy Illig 写的《Let's get real or let's not play》
"Let's get real or let's not play" by Mahan Khalsa and Randy Illig
我做销售很多年了——上面提到的那些书算是不错，但称不上伟大。如果非要在我读过的 200 多本书里挑一本最喜欢的，那就是 Khalsa 的《Let's Get Real or Let's Not Play》。它对你很有帮助，原因有几点：1. 立足于咨询式服务而非产品销售 2. 音频版绝对是天花板级别的。听到那些我经历过残酷教训才学会的东西，我眼泪都掉下来了……
I have been sales for years - the books mentioned are good not great. If there was one that was my favorite out of the 200+ ones I read, "let's get real or let's not play" by khalsa. It is good for you for several reasons: 1. based on consultative services not product sales 2. the audio is hands down the best. It brought tears to my eyes that I had to learn by hard knocks…
……任何事情。从长远来看，销售的核心是找到满足客户需求的绝佳解决方案，而不是赢得交易或谈判。以下是我在职业历程中觉得很有用的几本书：* 《Let's get real or let's not play》- https://www.amazon.com/Lets-Get-Real-Not-Play/dp/1596592060 * 《The Three Value Conversations》- https://www.amazon.com/Three-Value-Conversations-Customer-Lo... * 《Never Split the Difference》- https://www.amazon.com/Never-Split-Difference-Negotiating-De...…
…for anything. Over the long-term, sales is about finding a great solution that meets the needs of your customer, not winning deals or negotiations. Here are a few books I found useful in my journey: * Let's get real or let's not play - https://www.amazon.com/Lets-Get-Real-Not-Play/dp/1596592060 * The Three value conversations - https://www.amazon.com/Three-Value-Conversations-Customer-Lo... * Never Split the Difference - https://www.amazon.com/Never-Split-Difference-Negotiating-De...…
我读过的销售书籍中，唯一一本展示了一套让我觉得能照着做而且不至于反胃的销售流程的书，就是《Let's Get Real or Let's Not Play》。如果你做的事情和题主完全一样，我强烈推荐它。
The only sales book I've ever read that presented a sales process I thought I could do and not throw up was "Let's Get Real or Let's Not Play". I strongly recommend it for someone doing exactly what you're doing.
……交易和方案，不过这通常属于客户经理（AM）的职责范围。关于解决方案式销售（也就是专注于客户成功，而不是“丢下 License key 拔腿就跑”）的好书包括 Khalsa 和 Illig 写的《Let's Get Real or Let's Not Play》，或者 Schulz 和 Doerr 写的《Insight Selling》。我还推荐去上个课程或读一本关于如何做好演讲展示的书，比如 Mandel Communications 的。如果你能展现出技术和……
…deals, and proposals though often this is in the account manager's wheelhouse Good books on solution selling (ie. Focusing on customer success rather than "dumping the license keys and running") include "Let's Get Real or Let's not play" by Khalsa and Illig or "Insight Selling" by Schulz and Doerr. I also recommend a course or book on building good presentations such as from Mandel Communications. If you can demonstrate technical and…