Winning the Professional Services Sale

Reach more clients, land profitable work, and maintain your sanity

That’s the bold promise of Michael McLaughlin’s new book, Winning the Professional Services Sale.

McLaughlin outlines how three mega-trends—buyer-designed sales processes, co-invention of services, and client ownership of the solution—are transforming how clients evaluate potential service firms and buy professional services. Winning the Professional Services Sale addresses these market realities by offering new rules and strategies for selling professional services to any client.

This book clears away decades of confusion and sales mumbo-jumbo, simplifying the process into three logical steps: Connect, Collaborate, and Commit. Dr.Tom Sant, Author of Persuasive Business Proposals.

Whether you’re a sales veteran or new to the profession, you’ll find everything you need to convert any sales opportunity into a profitable sale—without wasting time or losing your mind.

The book focuses on every element of the professional services sales process including:

• The essential activities you must complete before you meet with a prospective client…and those you shouldn’t bother with.
• Two key strategies to ensure you are addressing the right client issue.
• How to create a winning sales strategy using five simple components.
• When to agree to write a sales proposal and what it must include.
• Why most sales presentations fall flat and how to avoid that fate.
• When you should begin your sales negotiation and how to close every sale quickly, amicably, and profitably.
• How to use the hard work you’ve done in the sales process to build enduring client relationships.

Whether you sell services or manage a team that sells, Winning the Professional Services Sale is a must-read book. Read it from start to finish, or just open to any chapter, and you’re sure to find insights that will tip the scales toward your offering in any sales effort. Jeffrey Fox, best selling author of Rain: What a Paperboy Learned About Business

The author has led hundreds of complex service sales efforts in more than twenty years as a management consultant. The perspectives in the book come from those experiences, especially from clients. This book also contains the collective ideas, wisdom, and insights of the thousands of professionals McLaughlin has met and worked with since the publication of his previous book, Guerrilla Marketing for Consultants.

With this book, McLaughlin continues his insightful contribution to the understanding of how to market and sell professional services. It is a practical guide to face-to-face selling for professionals. Ford Harding, author of Rain Making and Creating Rainmakers

Look Inside:

Table of Contents

Sample Chapters:

Introduction

Chapter 1: The Seven Realities of Selling Services