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

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

    by Michael W. McLaughlin


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    $35.00

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      ISBN-13: 9780470522011
    • Publisher: Wiley
    • Publication date: 08/06/2009
    • Sold by: Barnes & Noble
    • Format: eBook
    • Pages: 240
    • File size: 882 KB

    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.

    Table of Contents

    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

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    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.

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