Winning the Professional Services Sale

Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity

Business & Finance, Marketing & Sales
Cover of the book Winning the Professional Services Sale by Michael W. McLaughlin, Wiley
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Author: Michael W. McLaughlin ISBN: 9780470522011
Publisher: Wiley Publication: August 6, 2009
Imprint: Wiley Language: English
Author: Michael W. McLaughlin
ISBN: 9780470522011
Publisher: Wiley
Publication: August 6, 2009
Imprint: Wiley
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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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