{"product_id":"winning-the-professional-services-sale-unconventional-strategies-to-reach-more-clients-land-profitable-work-and-maintain-your-sanity-hardcover","title":"Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eMichael W. McLaughlin\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003cb\u003eAn innovative approach to winning more profitable sales in the growing professional services industry\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIn 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, \u003ci\u003eWinning the Professional Services Sale\u003c\/i\u003e 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.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn recent years, professional services providers have had to rethink their sales strategies because so many of their tried-and-true approaches no longer work. Clients ask tougher questions and demand better answers. They expect to guide the sales process, and they insist that services providers customize proposals and presentations down to the last detail. They won't tolerate false sincerity, artificial deadlines, and preprogrammed sales strategies.\u003c\/p\u003e \u003cp\u003eInstead, clients want more certainty about potential results before they commit their resources. Being a good salesperson is no longer enough. You must draw clients to you with your ideas, rather than chase them with outdated sales tactics. You must also identify clients' real problems, persuasively advocate for change, and effectively manage complex sales.\u003c\/p\u003e \u003cp\u003eWhether your company sells business services or legal advice, outsourcing solutions, or management consulting, Winning the Professional Services Sale is the ideal guide for anyone who wants to close more profitable sales on a consistent basis. It presents a flexible, dynamic sales framework that suits the needs of the most demanding clients. It's an effective way to organize a client-specific strategy that leads to the sales you want--no matter what services you sell or who you sell them to.\u003c\/p\u003e \u003cp\u003eOnce you master Michael McLaughlin's innovative sales strategies, you'll learn to connect with clients, collaborate on fulfilling their needs, and commit to getting the job done. Rather than a salesperson, you'll become a business partner. Because of the strength of your ideas and the depth of your relationships, you'll be the first one who comes to mind when your clients need help.\u003c\/p\u003e \u003cp\u003eIn today's professional services sales, your interests and those of your clients are inseparable. Now more than ever, your clients are the ones calling the shots. With Winning the Professional Services Sale, you'll learn to give them exactly what they want--and take your business to profitable new heights.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003eAttention rainmakers: this is the book you've been looking for. And if you're not a rainmaker, today is a great day to start.\u003cbr\u003e --\u003cb\u003eSeth Godin\u003c\/b\u003e, author of \u003ci\u003eTribes\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"The economy calls for bigger, smarter, more realistic, and more effective ways of selling professional services. This book is filled with bigger, smarter, more realistic, and more effective ways. It's just the ticket for the times.\"\u003cbr\u003e --\u003cb\u003eJay Conrad Levinson\u003c\/b\u003e, the \"father of guerrilla marketing\"\u003c\/p\u003e \u003cp\u003e\"Michael McLaughlin is a gifted rainmaker who has given us the final word on how to win complex sales. This immensely practical book is rich in the detailed how-to that will enable readers to connect with clients and consistently gain their commitment to mission-critical programs and projects.\"\u003cbr\u003e --\u003cb\u003eAndrew Sobel\u003c\/b\u003e, author of \u003ci\u003eAll for One and Clients for Life\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Whether you sell services or manage a team that sells, \u003ci\u003eWinning the Professional Services Sale\u003c\/i\u003e is a must-read book. Read it from start to finish, or just open to any chapter, and you're sure to find insights that will tip the scales toward your offering in any sales effort.\"\u003cbr\u003e --\u003cb\u003eJeffrey Fox\u003c\/b\u003e, bestselling author of \u003ci\u003eRain: What a Paperboy Learned About Business\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"This book clears away decades of confusion and sales mumbo jumbo, simplifying the process into three logical steps: connect, collaborate, and commit. For accountants, lawyers, engineers, scientists, and a whole range of professionals who don't necessarily see themselves as salespeople, this is an elegant, logical way to understand and master the process.\"\u003cbr\u003e --\u003cb\u003eTom Sant\u003c\/b\u003e, founder of Hyde Park Partners and author of \u003ci\u003ePersuasive Business Proposals\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"With this book, McLaughlin continues his insightful contribution¿to the under-standing of how to market and sell professional services. It is a practical guide to face-to-face selling for professionals.\"\u003cbr\u003e --\u003cb\u003eFord Harding\u003c\/b\u003e, author of \u003ci\u003eRain Making\u003c\/i\u003e and \u003ci\u003eCreating Rainmakers\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"This is a timely book that makes a compelling case for taking a much more systematic approach to selling professional services, especially in the current economic climate.\"\u003cbr\u003e --\u003cb\u003eFiona Czerniawska\u003c\/b\u003e, coauthor of \u003ci\u003eBusiness Consulting\u003c\/i\u003e and cofounder of sourceforconsulting.com\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003cb\u003eMichael W. McLaughlin\u003c\/b\u003e 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.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 224\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.9 x 9 x 6.2 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e July 01, 2009\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45343639437414,"sku":"9780470455852","price":43.4,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0599\/7255\/0758\/files\/WjF5amVVLzVVZXlrQTUvNi9JcWFDZz09.webp?v=1774943418","url":"https:\/\/infinitylightwa.com\/products\/winning-the-professional-services-sale-unconventional-strategies-to-reach-more-clients-land-profitable-work-and-maintain-your-sanity-hardcover","provider":"Infinity Light","version":"1.0","type":"link"}