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| Learn the purpose behind the chart and the Blackberry. |
LET'S GET REAL or Let's Not Play
by Mahan Khalsa
Key takeaway tip – This book takes aim at both buyers and sellers – and helps both parties create effective dialog to break a dysfunctional cycle and replace it with buying and selling processes based on honesty and integrity.
- The only alternative to dysfunctional selling and buying processes is for the seller and the buyer to mutually explore a solution that truly meets the client's needs – "No Guessing!"
- Mutual exploration requires asking hard questions in a soft way, so the questions and overall process reflect concepts from emotional intelligence.
- The ORDER process – Opportunity, Resources, Decision Process, Exact Solution, and Relationship – comprises the bulk of the book, and is clearly explained and illustrated with real-life dialog.
