{"product_id":"winning-the-professional-services-sale-9780470455852","title":"Winning the Professional Services Sale","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eAn innovative approach to winning more profitable sales in the growing professional services industry\u003c\/b\u003e  \u003cp\u003eIn 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, \u003ci\u003eWinning the Professional Services Sale\u003c\/i\u003e 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE CONNECT 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 1 Seven Realities of Selling Services 3\u003c\/p\u003e \u003cp\u003eCHAPTER 2 Before You Call (or Meet) Any Client 13\u003c\/p\u003e \u003cp\u003eCHAPTER 3 Master the Client Interview 23\u003c\/p\u003e \u003cp\u003eCHAPTER 4 Uncover the Real Problem 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO COLLABORATE 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 5 When It Pays to Walk Away 47\u003c\/p\u003e \u003cp\u003eCHAPTER 6 Five Elements of a Winning Sales Strategy 59\u003c\/p\u003e \u003cp\u003eCHAPTER 7 Who Cares about This Sale . . . and Why? 75\u003c\/p\u003e \u003cp\u003eCHAPTER 8 Shift Happens: Predicting Surprises 85\u003c\/p\u003e \u003cp\u003eCHAPTER 9 The Perfect Sales Proposal 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE COMMIT 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 10 The Art of the Sales Presentation 113\u003c\/p\u003e \u003cp\u003eCHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127\u003c\/p\u003e \u003cp\u003eCHAPTER 12 What to Do When You Win . . . and When You Don’t 139\u003c\/p\u003e \u003cp\u003eCHAPTER 13 Making the Second Sale and Beyond 149\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART FOUR CHALLENGES 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 14 The Seven by Seven Seller 161\u003c\/p\u003e \u003cp\u003eCHAPTER 15 Putting It All Together 173\u003c\/p\u003e \u003cp\u003eNotes 183\u003c\/p\u003e \u003cp\u003eSeller’s Resource Guide 187\u003c\/p\u003e \u003cp\u003eAbout the Author 191\u003c\/p\u003e \u003cp\u003eIndex 193\u003c\/p\u003e \u003cp\u003eAlso by Michael W. McLaughlin 201\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402336641367,"sku":"9780470455852","price":22.94,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470455852.jpg?v=1730480103","url":"https:\/\/bookcurl.com\/products\/winning-the-professional-services-sale-9780470455852","provider":"Book Curl","version":"1.0","type":"link"}