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Winning the Professional Services Sale
Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Michael W. McLaughlin (Author)
9780470455852, Wiley
Hardback, published 30 July 2009
224 pages, Tables: 1 B&W, 0 Color; Exhibits: 9 B&W, 0 Color
22.8 x 16.3 x 2.3 cm, 0.395 kg
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.
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 You Don’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
Subject Areas: Business & management [KJ]
