A Book On Winning Consultancy Projects.

There aren't many books about Winning Consultancy Projects.

The Best Book I've read is Mahan Kalsa's.

Here's why:

And I've read a lot of B2B sales books looking for a gem. But they nearly all miss the mark for consultancy projects

The exception I've found - Let's Get Real or Let's Not Play by Mahan Kalsa.

For a few reasons:

- It focuses on sitting across the table with clients and figuring out projects together.

- It's easy to read with useful examples of typical consultancy sales meetings.

- There are phrases for specific situations that feel comfortable to use with clients. Not pushy, but assertive.

- The process recommended for selling a project makes sense. It's pragmatic, simple to learn, realistic, and easy to put in place.

- The methods suggested use consultation, not selling, to move toward an appropriate solution.

If you are at all interested in helping your clients succeed, I can't recommend this book enough.

And if you've read it, do you agree?

What other book would you recommend for beginners?