Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your SanityISBN: 978-0-470-45585-2
Hardcover
224 pages
July 2009
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Acknowledgments ix
Introduction xi
PART ONE CONNECT 1
CHAPTER 1 Seven Realities of Selling Services 3
CHAPTER 2 Before You Call (or Meet) Any Client 13
CHAPTER 3 Master the Client Interview 23
CHAPTER 4 Uncover the Real Problem 35
PART TWO COLLABORATE 45
CHAPTER 5 When It Pays to Walk Away 47
CHAPTER 6 Five Elements of a Winning Sales Strategy 59
CHAPTER 7 Who Cares about This Sale . . . and Why? 75
CHAPTER 8 Shift Happens: Predicting Surprises 85
CHAPTER 9 The Perfect Sales Proposal 95
PART THREE COMMIT 111
CHAPTER 10 The Art of the Sales Presentation 113
CHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127
CHAPTER 12 What to Do When You Win . . . and When You Don’t 139
CHAPTER 13 Making the Second Sale and Beyond 149
PART FOUR CHALLENGES 159
CHAPTER 14 The Seven by Seven Seller 161
CHAPTER 15 Putting It All Together 173
Notes 183
Seller’s Resource Guide 187
About the Author 191
Index 193
Also by Michael W. McLaughlin 201
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