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 Mc Laughlin
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.
Inhoudsopgave
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. Mc Laughlin 201
Over de auteur
Michael W. Mc Laughlin is a management consultant and speaker with more than twenty years in the professional services industry. He is the founder and a principal of Mind Share Consulting, LLC, which helps professional services organizations design winning approaches for sales, marketing, and service delivery. For more information, please visit www.Mind Share Consulting.com.
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