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.
From the Inside Flap
In 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. Instead, 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 You must draw clients to you with your ideas, rather than chase them with outdated sales tactics.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. Whether 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 wantno matter what services you sell or who you sell them to. Once 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. In 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 wantand take your business to profitable new heights.