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Winning the Professional Services Sale

Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity

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Winning the Professional Services Sale

Auteur(s): Michael W. McLaughlin
Narrateur(s): Andy Paris
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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 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.

©2009 Michael W. McLaughlin (P)2010 Gildan Media Conseil Développement commercial et entrepreneuriat Marketing Marketing et ventes Réussite personnelle Carrière Entreprise Professional Services
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I loved it. Listened as a audiobook and will now need to buy the hard copy to take notes. That fact alone tells you how valuable this book was for me!

Very relatable ! Great ideas !

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