Press

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.

Look Inside:

Table of Contents (PDF to be added)

Sample Chapters:

Introduction (PDF 187kb)

Chapter 1: The Seven Realities of Selling Services (PDF 256kb)

Book Cover Images:

3D Book Cover Image 125×125 px (14kb)

3D Book Cover Image 250×250 px (17kb)

3D Book Cover Image Stacked 125×125 px (13kb)

3D Book Cover Image Stacked 250×250 px (46kb)

Book Cover Image Flat 150×225 px (68kb)

Book Cover Image Flat 200×300 px (94kb)

Author Bio (PDF 276kb)

Author Bio (Web version)

Reviewers’ Comments

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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.

Follow this link to enter the press room for Guerrilla Markeitng for Consultants.