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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

Michael W. McLaughlin

ISBN: 978-0-470-52201-1

Aug 2009

240 pages

$22.99

Description

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.

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