Winning the Professional Services Sale
Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
By Michael W. McLaughlin | Publisher: Wiley
About the book
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.
Editions of Winning the Professional Services Sale
- Hardcover
- ISBN 9780470455852
- EBook
- ISBN 9780470522004
- EBook
- ISBN 9780470522011
Read an Excerpt
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.
Frequently Asked Questions
What is Winning the Professional Services Sale about?
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.
What core themes, tropes, or subjects are explored in Winning the Professional Services Sale?
Economics, Finance, Business and Management > Business and Management > Sales and marketing
Where can I read a sample of Winning the Professional Services Sale?
You can read an official preview of the few pages here https://www.book2look.com/book/9780470455852
Who is/are the Author/s of the book Winning the Professional Services Sale?
Michael W. McLaughlin
Who is the Publisher of the book Winning the Professional Services Sale?
Wiley
What are the ISBN numbers for the physical and digital editions?
Winning the Professional Services Sale is available as hardcover(ISBN 9780470455852) and ebook(ISBN 9780470522004) and ebook(ISBN 9780470522011)
Where can I buy Winning the Professional Services Sale online or support local independent bookshops?
You can buy Winning the Professional Services Sale from below
Where can I buy Winning the Professional Services Sale?