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Title: Some Real advice, but a bit too Playful
Review: This informal book is good if you do sales in a service/consulting related industry where the client may not quite know what they are looking for (or why). I really liked his ideas about trying to make presentations in person (because people don't really read proposals). There are some great tips on how to ask the right questions to find out what a potential client is really thinking. Seasoned sales professionals may find some of this advice old hat, but it's never bad to be reminded of some good basic ideas. Khalsa does have a weakness for having silly charts, acronyms and rambles a bit too long - by the end of the book I found myself wanting the author to get more to the point. But if you are new to sales or wouldn't mind a good refresher course this book is pretty useful, but by no means the definitive text on the subject.
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