Winning the Professional Services Sale Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
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Form:Einzelkauf Download
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Sprache:Englisch
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eBook Format:ePUB
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Produktdetails
Format
ePUB
Kopierschutz
Ja
Family Sharing
Nein
Text-to-Speech
Ja
Erscheinungsdatum
07.08.2009
Verlag
John Wiley & SonsSeitenzahl
240 (Printausgabe)
Dateigröße
806 KB
Auflage
1. Auflage
Sprache
Englisch
EAN
9780470522011
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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