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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship Hardcover – 4 Dec 2008

4.4 out of 5 stars 7 customer reviews

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  • Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
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  • The Challenger Sale: How To Take Control of the Customer Conversation
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  • The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
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Product details

  • Hardcover: 256 pages
  • Publisher: PORTFOLIO; Revised, Expanded ed. edition (4 Dec. 2008)
  • Language: English
  • ISBN-10: 1591842263
  • ISBN-13: 978-1591842262
  • Product Dimensions: 16 x 2.5 x 24.4 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Bestsellers Rank: 27,783 in Books (See Top 100 in Books)

Product Description

About the Author

Recognized as one of "Time" magazine s twenty-five most influential Americans, Stephen R. Covey (1932 2012) was an internationally respected leadership authority, family expert, teacher, organizational consultant, and author.His books have sold more than twenty-five million copiesin thirty-eight languages, and "The 7 Habits of Highly Effective People" was named the #1 Most Influential Business Book of the Twentieth Century. After receiving an MBA from Harvard and a doctorate degree from Brigham Young University, he became the cofounder and vice chairman of FranklinCovey, a leading global training firm.


Customer Reviews

4.4 out of 5 stars
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Top Customer Reviews

Format: Paperback
Covey takes the selling process very seriously in his book.
Covey offers a methodology for approaching the sales cycle that above all recognises every client is different and a 'one style fits all' approach is just not effective.
He examines the verbal nnd non verbal signals client give, as well as how to use these signals for objection handling and closing.
Central to his thinking is the idea that solutions only have value to the client if it actually fixes a problem or achieves a result; In itself a proposal for a solution is not therefore enough to gain client acceptance. If the solution is not correct he argues one should walk away to maintain credibility, or offer a new solution
Above all the process Covey advocates makes one think very hard before and during a sales engagement. Read this book and you will never again hold a meeting with a client off the cuff.
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Format: Hardcover Verified Purchase
Well written and with compelling and accessible theories and practices - I would recommend it, but it is now rather dated as it is so masculine - as you can see from the picture. Would be enhanced 2 stars if combined with all that women also bring to the subject.
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Format: Paperback
An excellent overview on how to shift from pushing product to facilitating an environment in which the customer will buy and buy and buy. Great theory to go over again and again.
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Format: Paperback
I was recommended the book and havent put it down since it arrived.....up to page 55. There isnt anything I have read which is groundbreaking, but the book sets out simple processes and ideas which are fundamental to running a successful business, but because they are so simple, just get forgotten and unused !!!!

Looking forward to reading the rest of the book !!

Mark
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