Nonfiction | Business & Investing

Winning the Professional Services Sale

by Michael W. McLaughlin

2020-05-14 03:20:38

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An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy servi... Read more
An innovative approach to winning more profitable sales in the growing professional services industry

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller''s mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client''s business and career, can salespeople thrive in the new era of the service economy.

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Book Details

File size9x6.2x0.9inches
Print pages200
PublisherWiley
Publication date July 1, 2009
LanguageEnglish
ISBN9780470455852
autor-image
Michael W. McLaughlin
Author
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