The Resource Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity, (electronic resource)

Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity, (electronic resource)

Label
Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Title
Winning the Professional Services Sale
Title remainder
Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Creator
Subject
Genre
Language
eng
Summary
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
Cataloging source
AU-PeEL
http://library.link/vocab/creatorName
McLaughlin, Michael W
Dewey number
658.85
LC call number
HF5438.25 -- .M399 2009eb
Nature of contents
dictionaries
http://library.link/vocab/subjectName
  • Selling
  • Success in business
Label
Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity, (electronic resource)
Link
http://umanitoba.eblib.com/patron/FullRecord.aspx?p=456144
Instantiates
Publication
Note
Description based upon print version of record
Contents
  • Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity; Contents; Acknowledgments; Introduction; Part I: Connect; Chapter 1: Seven Realities of Selling Services; Sales Reality 1: You Must Prove Your Answers to the Three Burning Questions; Sales Reality 2: Insights and Capabilities-Not Relationships-Close Sales; Sales Reality 3: The Client Buying Experience Trumps Sales Techniques; Sales Reality 4: Likability Is Overrated; Sales Reality 5: Your People Are Not Number One for the Buyer
  • Sales Reality 6: Value Is in the Eye of the BeholderSales Reality 7: Not All Sales Techniques Are Bad; Reality-Based Selling; Chapter 2: Before You Call (or Meet) Any Client; Think Second Impressions First; Dump the Elevator Speech; Explore the Client's Buying Options; Prepare Thoroughly but Quickly; What Stan Knows; Make a Connection; Chapter 3: Master the Client Interview; Six Steps to a Masterful Client Interview; Chapter 4: Uncover the Real Problem; Forget What You Know; The Extra Step; Get to the Root; Check Every Angle; Finding a Solution; Oh, So That's It; Part II: Collaborate
  • Chapter 5: When It Pays to Walk AwayChoose the Right Clients; Find Your Real Opportunities; Do the Right Thing; Go for the Work You Know You Can Ace; When to Walk Away; Chapter 6: Five Elements of a Winning Sales Strategy; Element 1: A Compelling Story; Element 2: An Airtight Case for Change; Element 3: A Comprehensive View of Value; Element 4: Mitigation of Risks; Element 5: Trustworthiness and Trust; Chapter 7: Who Cares about This Sale... and Why?; Why Clients Buy; Assemble a Client Value Profile; Formulate Your Action Plan; Chapter 8: Shift Happens: Predicting Surprises
  • Five Predictable SurprisesSlow Communication; Change in Project Direction; More Emphasis on Price; Introduction of New Decision Makers; Entry of a New Competitor; Chapter 9: The Perfect Sales Proposal; Who Will Read Your Proposal?; Anchor Your Proposal with Buyer Win Themes; Anatomy of a Sales Proposal; More Than a Selling Tool; Part III: Commit; Chapter 10: The Art of the Sales Presentation; Tip 1: Never Fly by the Seat of Your Pants; Tip 2: Get to Their Point; Tip 3: Build Consensus Brick by Brick; Tip 4: Prepare to Answer Your Toughest Critics; Tip 5: Collaborate on Every Presentation
  • Tip 6: Never Go SecondPresentations Are Sales Conversations; Chapter 11: Seal the Deal: Negotiating to Close the Sale; Five Principles of an Effective Commitment Strategy; Watch for the Green Light; Working Out Terms and Conditions; Getting Commitment; Chapter 12: What to Do When You Win... and When You Don't; You Can't Win 'Em All; Finding the Gap; What about Price?; The First Thing to Do When You Win; Define the Client Experience; Set Milestones; Know What You Want to Get; Chapter 13: Making the Second Sale and Beyond; What Is Client Relationship Management?
  • Cultivating Strategic Relationships
Dimensions
unknown
Edition
1st ed.
Extent
1 online resource (224 p.)
Form of item
electronic
Isbn
9780470522004
Specific material designation
remote
System control number
  • EBL456144
  • (OCoLC)457062780
  • (AU-PeEL)EBL456144
Label
Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity, (electronic resource)
Link
http://umanitoba.eblib.com/patron/FullRecord.aspx?p=456144
Publication
Note
Description based upon print version of record
Contents
  • Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity; Contents; Acknowledgments; Introduction; Part I: Connect; Chapter 1: Seven Realities of Selling Services; Sales Reality 1: You Must Prove Your Answers to the Three Burning Questions; Sales Reality 2: Insights and Capabilities-Not Relationships-Close Sales; Sales Reality 3: The Client Buying Experience Trumps Sales Techniques; Sales Reality 4: Likability Is Overrated; Sales Reality 5: Your People Are Not Number One for the Buyer
  • Sales Reality 6: Value Is in the Eye of the BeholderSales Reality 7: Not All Sales Techniques Are Bad; Reality-Based Selling; Chapter 2: Before You Call (or Meet) Any Client; Think Second Impressions First; Dump the Elevator Speech; Explore the Client's Buying Options; Prepare Thoroughly but Quickly; What Stan Knows; Make a Connection; Chapter 3: Master the Client Interview; Six Steps to a Masterful Client Interview; Chapter 4: Uncover the Real Problem; Forget What You Know; The Extra Step; Get to the Root; Check Every Angle; Finding a Solution; Oh, So That's It; Part II: Collaborate
  • Chapter 5: When It Pays to Walk AwayChoose the Right Clients; Find Your Real Opportunities; Do the Right Thing; Go for the Work You Know You Can Ace; When to Walk Away; Chapter 6: Five Elements of a Winning Sales Strategy; Element 1: A Compelling Story; Element 2: An Airtight Case for Change; Element 3: A Comprehensive View of Value; Element 4: Mitigation of Risks; Element 5: Trustworthiness and Trust; Chapter 7: Who Cares about This Sale... and Why?; Why Clients Buy; Assemble a Client Value Profile; Formulate Your Action Plan; Chapter 8: Shift Happens: Predicting Surprises
  • Five Predictable SurprisesSlow Communication; Change in Project Direction; More Emphasis on Price; Introduction of New Decision Makers; Entry of a New Competitor; Chapter 9: The Perfect Sales Proposal; Who Will Read Your Proposal?; Anchor Your Proposal with Buyer Win Themes; Anatomy of a Sales Proposal; More Than a Selling Tool; Part III: Commit; Chapter 10: The Art of the Sales Presentation; Tip 1: Never Fly by the Seat of Your Pants; Tip 2: Get to Their Point; Tip 3: Build Consensus Brick by Brick; Tip 4: Prepare to Answer Your Toughest Critics; Tip 5: Collaborate on Every Presentation
  • Tip 6: Never Go SecondPresentations Are Sales Conversations; Chapter 11: Seal the Deal: Negotiating to Close the Sale; Five Principles of an Effective Commitment Strategy; Watch for the Green Light; Working Out Terms and Conditions; Getting Commitment; Chapter 12: What to Do When You Win... and When You Don't; You Can't Win 'Em All; Finding the Gap; What about Price?; The First Thing to Do When You Win; Define the Client Experience; Set Milestones; Know What You Want to Get; Chapter 13: Making the Second Sale and Beyond; What Is Client Relationship Management?
  • Cultivating Strategic Relationships
Dimensions
unknown
Edition
1st ed.
Extent
1 online resource (224 p.)
Form of item
electronic
Isbn
9780470522004
Specific material designation
remote
System control number
  • EBL456144
  • (OCoLC)457062780
  • (AU-PeEL)EBL456144

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