Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity, Hardcover by McLaughlin, Michael W., ISBN 0470455853, ISBN-13 9780470455852, Brand New, Free P&P in the UK

<b>An innovative approach to winning more profitable sales in the growing professional services industry</b> <p>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, <i>Winning the Professional Services Sale</i> 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.</p>