Table of Contents

Introduction

Part One: Connect

1. Seven Realities of Selling Services
2. Before You Call (or Meet) Any Client
3. Master the Client Interview
4. Uncover the Real Problem

Part Two: Collaborate

1. When It Pays to Walk Away
2. Five Elements of a Winning Sales Strategy
3. Who Cares about This Sale…and Why?
4. Shift Happens: Predicting Surprises
5. The Perfect Sales Proposal

Part Three: Commit

1. The Art of the Sales Presentation
2. Seal the Deal: Negotiating to Close the Sale
3. What to Do When You Win…and When You Don’t
4. Making the Second Sale and Beyond

Part Four: Challenges

1. The Seven by Seven Seller
2. Putting It All Together

Notes

Seller’s Resource Guide