{"product_id":"selling-your-expertise-9781119755142","title":"Selling Your Expertise","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWall 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Mindset 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Eagerly Dedicated 3\u003c\/p\u003e \u003cp\u003eChapter 2 Authentically Open 19\u003c\/p\u003e \u003cp\u003eChapter 3 Consistently Client-Focused 37\u003c\/p\u003e \u003cp\u003eChapter 4 Realistically Optimistic 55\u003c\/p\u003e \u003cp\u003eChapter 5 Confidently Humble 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Strategies 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Mining for Gold: When You’re Searching for a Real Need 95\u003c\/p\u003e \u003cp\u003eChapter 7 Opportunity Knocks: When a Need Presents Itself 123\u003c\/p\u003e \u003cp\u003eChapter 8 Success Upon Success: When You’re Uncovering Additional Needs 149\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Tactics 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 9 Build a Trusted Reputation 179\u003c\/p\u003e \u003cp\u003eChapter 10 Communicate Care, Competence, Collaboration 199\u003c\/p\u003e \u003cp\u003eChapter 11 Drive the Process Forward 217\u003c\/p\u003e \u003cp\u003eChapter 12 Protect Your Rainmaking Time 237\u003c\/p\u003e \u003cp\u003eChapter 13 Stay Relevant 255\u003c\/p\u003e \u003cp\u003eConclusion 277\u003c\/p\u003e \u003cp\u003eNotes 283\u003c\/p\u003e \u003cp\u003eRecommended Resources 293\u003c\/p\u003e \u003cp\u003eAcknowledgments 295\u003c\/p\u003e \u003cp\u003eAbout the Author 299\u003c\/p\u003e \u003cp\u003eAbout Exec|Comm 301\u003c\/p\u003e \u003cp\u003eIndex 303\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407138824535,"sku":"9781119755142","price":17.84,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119755142.jpg?v=1730498313","url":"https:\/\/bookcurl.com\/products\/selling-your-expertise-9781119755142","provider":"Book Curl","version":"1.0","type":"link"}