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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 You must draw clients to you with your ideas, rather than chase them with outdated sales tactics.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 want—no 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 want—and take your business to profitable new heights.
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Customer Reviews
Even if you don't immediately read the entire book, each "Sanity Check" tip box is worth reading as soon as you get a copy. These are practical, immediately implementable tips that will quickly improve how you interact with your potential clients. Kudos to Michael McLaughlin for a great business book that cuts through the jargon and gives you perspectives that you can actually apply.
P.S. You also have to love anyone who can paraphrase a Ricky Ricardo / Lucille Ball quote and work it into a business book (page 36)!
The book provides a detailed analysis of the sequence of events involved in a successful strategy for selling professional services. The sales process is no longer a matter of the seller just presenting its credentials; the seller must now attempt to gain strategic insights into any problem which the client may be facing, and craft a customised solution which provides a demonstrable and measurable advantage to the client.
Most professional services providers have been trained in how to provide their particular professional service; they have not been trained in how to undertake a strategic assessment of a client's business and come up with ideas that add quantifiable value. Accordingly, selling their services is intimidating for them. This book provides a very helpful step-by-step guide to success in the professional services sales process.
I have yet to find a book as useful as Harry Beckwith's "Selling the Invisible." I wish I could find one but so far my search is illusive.
However, if you've not read anything on this subject and want to get your feet wet, it can't hurt.
- Susanna K. Hutcheson
Listmania!
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