McLaughlin Winning the Professional Services Sale

Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
1. Auflage 2009
ISBN: 978-0-470-52200-4
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 224 Seiten, E-Book

An innovative approach to winning more profitable sales in thegrowing professional services industry
In recent years, professional services providers have had torethink their sales methods and adapt to profound changes in theway clients buy services. In response, Winning the ProfessionalServices Sale argues for fundamental changes in the seller'smindset and sales strategies. Rather than pressing the sale,salespeople must help clients buy--the way that works best for eachclient. This new approach gives buyers what they now want in aservices seller: a consultative problem solver, change agent, andsolution integrator, all rolled into one. Author Michael McLaughlinpresents a strategy for winning new business with a holisticapproach to each client relationship. Only by fully understanding asale from every angle, including its impact on the client'sbusiness and career, can salespeople thrive in the new era of theservice economy.

Autoren/Hrsg.

McLaughlin, Michael W.

Inhaltsverzeichnis

Acknowledgments ix
Introduction xi
PART ONE CONNECT 1
CHAPTER 1 Seven Realities of Selling Services 3
CHAPTER 2 Before You Call (or Meet) Any Client 13
CHAPTER 3 Master the Client Interview 23
CHAPTER 4 Uncover the Real Problem 35
PART TWO COLLABORATE 45
CHAPTER 5 When It Pays to Walk Away 47
CHAPTER 6 Five Elements of a Winning Sales Strategy 59
CHAPTER 7 Who Cares about This Sale . . . and Why? 75
CHAPTER 8 Shift Happens: Predicting Surprises 85
CHAPTER 9 The Perfect Sales Proposal 95
PART THREE COMMIT 111
CHAPTER 10 The Art of the Sales Presentation 113
CHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127
CHAPTER 12 What to Do When You Win . . . and When YouDon't 139
CHAPTER 13 Making the Second Sale and Beyond 149
PART FOUR CHALLENGES 159
CHAPTER 14 The Seven by Seven Seller 161
CHAPTER 15 Putting It All Together 173
Notes 183
Seller's Resource Guide 187
About the Author 191
Index 193
Also by Michael W. McLaughlin 201

Über Autor(innen)

Michael W. McLaughlin is a management consultant and speaker with more than twenty years in the professional services industry. He is the founder and a principal of MindShare Consulting, LLC, which helps professional services organizations design winning approaches for sales, marketing, and service delivery. For more information, please visit www.MindShareConsulting.com.