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.
McLaughlin outlines how three mega-trends—buyer-designed sales processes, co-invention of services, and client ownership of solutions—are transforming how clients evaluate professional services firms and how they decide to buy services.
Winning the Professional Services Sale addresses these market realities by offering new rules and strategies for selling professional services to any client.
The book argues that, while many professional service providers are already effective sellers, small adjustments they can make will pay huge dividends in improved sales productivity. To that end, the book offers new advice on mastering the professional services sales:
- Essential activities sellers must complete before meeting with prospective clients.
- Two key strategies to ensure salespeople address 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 to begin a sales negotiation and how to close every sale quickly, amicably, and profitably.
- How to use the hard work of the sales process to build enduring client relationships.
Table of Contents (PDF to be added)
Introduction (PDF 187kb)
Book Cover Images:
Author Bio (PDF 276kb)
Author Bio (Web version)
McLaughlin’s first book, Guerrilla Marketing for Consultants
Guerrilla Marketing for Consultants is an owner’s manual for a consultant’s career. It’s been called engaging, utterly comprehensive, practical, and no-nonsense. In it, you’ll find strategies and tools for handling every aspect of marketing a consulting practice–from building market visibility to creating winning proposals and pricing your services.
Read the book that author and consultant Ford Harding predicted will become a “standard reference” for consultants.
Find out more about Guerrilla Marketing for Consultants.