Description
Book SynopsisWall Street Journal bestsellerBuild your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it's not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at ExecComm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen's first-hand experience and over 40 years of ExecComm's best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you're a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of businessUse effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you're on the right trackApply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients' most pressing needs.
Table of ContentsForeword xi
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You’re Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You’re Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303
