Top positive review
Actionable ideas, easy read, to the point
on April 25, 2016
To the point and full of ideas! I have read dozens of sales books and this one hits the mark for consultants who are selling intangibles. As an Organizational and Talent Development consultant it closely follows principles learned years ago about effective change. Perhaps that's why it resonated so well with me. I have been an advocate for selling to client need rather than focusing on firm competence and he's the first one who really articulates that well. Also, he explores the things that inevitably go wrong during the sales, proposal and negotiating processes, all of which have happened to me. Other books imply that if you are selling well, these things won't happen, but that has definitely not been the case. The book is chock full of ideas, any of which will improve the professional services sale, but all together can be transformative. Easy read, clearly stated and to the point. Definitely not a rehash of other's work nor something you have to slog through like mud like several other referenced books in these reviews. I agree that David Meister's work is excellent, but not as to the point for this process.