September 20th 2009
Winning the Professional Services Sale. Unconventional strategies to reach more clients, land profitable work, and maintain your sanity. Michael W. McLaughlin
Winning the Professional Services Sale. Unconventional strategies to reach more clients, land profitable work, and maintain your sanity. Michael W. McLaughlin. 2009. ISBN 9780470455852. A very valuable book and at the front of my line to be the sales book for 2009 IMHO. There is just too much great stuff in this book to summarize for you. The author published with Jay Levinson Guerilla Marketing for Consultants, which I also found very useful. The core (book jacket) is rather than pressing the sale, salespeople must help clients buy–the way that works best for each client. 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. He really makes the point that selling is getting harder all the time, and the pro salesman must always search for and learn new things. I really liked hearing his comments on long term clients expecting more from you over time as well as expecting you to be always getting faster at doing it.
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