Rating: 
Summary: Good Book; Could have been a GREAT book
Review: This book is one of the most accessible, erudite and informative books on consulting I've ever read. The conversational writing style makes the complex topic understandable. Having said that, the book has more spelling errors than any published book I've ever read. Some of them are GLARING errors too. I'm not sure if they rushed this book to press in 1999 to capitalize on the tech (read: consulting) boom that was happening at the time, but the book is very poorly edited in that regard. These are rookie mistakes. That speaks -- at some level -- to the overall credibility of the book. One of the assertions made in the book is to make sure your written proposal is well-written. If your resume (proposal) has spelling errors, that's just one more reason to disqualify you -- even if you're qualified for the job.But that shouldn't be enough to keep you from buying this book. Khalsa lays out an easy-to-follow (if not complex) framework for getting to the bottom of a client's problem and finding the right solution for them. It's a must-read if you're a consultant or if you purchase consulting services.
Rating: 
Summary: Excellent, but down to earth
Review: Want to know how to sell? You've got to sell value. That's the gist of the book. Determining what's of value to your client and how to provide a solution that meets this value criteria is what this book is all about. If you ever had any client facing role (you might be a consultant, or you might be a store clerk or a sales person of any kind) you will benefit greatly from reading this book. I loved Mahan's approach of first getting down to the major issues or opportunities, finding out their symptoms and solution benefits and then formulating a solution. Though I don't directly sell, as an Internet professional I am constantly in front of clients, recommending solutions. I find this material invaluable as a means of eliciting client participation during the solutions process. The book looks thick, but that's because of the paper. A very easy read. A great book to buy and keep.
Rating:
Summary: A must read if you're a student of the game
Review: While it is true that this book will assist you in helping your clients become more successful, it does something more personal. It helps yourself become even more polished and professional. If I had to reflect on a true consultant's guide and considered the dozens of print literature I have read on sales consulting, this book is the best. It is easy to follow and offers a unique message to those who are a student to the game of selling. Anyone who claims that he/she is serious about their sales profession and has not read this book is, in the end, not serious about their career.
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