Winning the Professional Services Sale – Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Gebonden Engels 2009 9780470455852Samenvatting
An innovative approach to winning more profitable sales in the growing professional services industry
In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller′s mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy––the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client′s business and career, can salespeople thrive in the new era of the service economy.
Specificaties
Lezersrecensies
Inhoudsopgave
<p>Introduction xi</p>
<p>PART ONE CONNECT 1</p>
<p>CHAPTER 1 Seven Realities of Selling Services 3</p>
<p>CHAPTER 2 Before You Call (or Meet) Any Client 13</p>
<p>CHAPTER 3 Master the Client Interview 23</p>
<p>CHAPTER 4 Uncover the Real Problem 35</p>
<p>PART TWO COLLABORATE 45</p>
<p>CHAPTER 5 When It Pays to Walk Away 47</p>
<p>CHAPTER 6 Five Elements of a Winning Sales Strategy 59</p>
<p>CHAPTER 7 Who Cares about This Sale . . . and Why? 75</p>
<p>CHAPTER 8 Shift Happens: Predicting Surprises 85</p>
<p>CHAPTER 9 The Perfect Sales Proposal 95</p>
<p>PART THREE COMMIT 111</p>
<p>CHAPTER 10 The Art of the Sales Presentation 113</p>
<p>CHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127</p>
<p>CHAPTER 12 What to Do When You Win . . . and When You Don t 139</p>
<p>CHAPTER 13 Making the Second Sale and Beyond 149</p>
<p>PART FOUR CHALLENGES 159</p>
<p>CHAPTER 14 The Seven by Seven Seller 161</p>
<p>CHAPTER 15 Putting It All Together 173</p>
<p>Notes 183</p>
<p>Seller s Resource Guide 187</p>
<p>About the Author 191</p>
<p>Index 193</p>
<p>Also by Michael W. McLaughlin 201</p>
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Rubrieken
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