Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your SanityISBN: 978-0-470-45585-2
Hardcover
224 pages
July 2009
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Introduction.
PART ONE CONNECT.
CHAPTER 1 Seven Realities of Selling Services.
CHAPTER 2 Before You Call (or Meet) Any Client.
CHAPTER 3 Master the Client Interview.
CHAPTER 4 Uncover the Real Problem.
PART TWO COLLABORATE.
CHAPTER 5 When It Pays to Walk Away.
CHAPTER 6 Five Elements of a Winning Sales Strategy.
CHAPTER 7 Who Cares about This Sale . . . and Why?
CHAPTER 8 Shift Happens: Predicting Surprises.
CHAPTER 9 The Perfect Sales Proposal.
PART THREE COMMIT.
CHAPTER 10 The Art of the Sales Presentation.
CHAPTER 11 Seal the Deal: Negotiating to Close the Sale.
CHAPTER 12 What to Do When You Win . . . and When You Don’t.
CHAPTER 13 Making the Second Sale and Beyond.
PART FOUR CHALLENGES.
CHAPTER 14 The Seven by Seven Seller.
CHAPTER 15 Putting It All Together.
Notes.
Seller’s Resource Guide.
About the Author.
Index.
Also by Michael W. McLaughlin.
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Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity (US $29.95)
-and- The Power in a Link: Open Doors, Close Deals, and Change the Way You Do Business Using LinkedIn (US $19.95)
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