Winning the Professional Services Sale · Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity by McLaughlin, Michael W. -- Read -- Imperial Library of Trantor

Index

Title Page Copyright Page Dedication Acknowledgements Introduction

Why Services Selling Must Change What You’ll Get

PART 1 - Connect CHAPTER 1 - Seven Realities of Selling Services

CHAPTER 2 - Before You Call (or Meet) Any Client

Think Second Impressions First Dump the Elevator Speech Explore the Client’s Buying Options Prepare Thoroughly but Quickly What Stan Knows Make a Connection

CHAPTER 3 - Master the Client Interview

Six Steps to a Masterful Client Interview

CHAPTER 4 - Uncover the Real Problem

Forget What You Know The Extra Step Get to the Root Check Every Angle Finding a Solution Oh, So That’s It

PART 2 - Collaborate CHAPTER 5 - When It Pays to Walk Away

Choose the Right Clients Find Your Real Opportunities Do the Right Thing Go for the Work You Know You Can Ace When to Walk Away

CHAPTER 6 - Five Elements of a Winning Sales Strategy

Element 1: A Compelling Story Element 2: An Airtight Case for Change Element 3: A Comprehensive View of Value Element 4: Mitigation of Risks Element 5: Trustworthiness and Trust

CHAPTER 7 - Who Cares about This Sale . . . and Why?

Why Clients Buy Assemble a Client Value Profile Formulate Your Action Plan

CHAPTER 8 - Shift Happens: Predicting Surprises

Five Predictable Surprises Slow Communication Change in Project Direction More Emphasis on Price Introduction of New Decision Makers Entry of a New Competitor

CHAPTER 9 - The Perfect Sales Proposal

Who Will Read Your Proposal? Anchor Your Proposal with Buyer Win Themes Anatomy of a Sales Proposal More Than a Selling Tool

PART 3 - Commit CHAPTER 10 - The Art of the Sales Presentation

Tip 1: Never Fly by the Seat of Your Pants Tip 2: Get to Their Point Tip 3: Build Consensus Brick by Brick Tip 4: Prepare to Answer Your Toughest Critics Tip 5: Collaborate on Every Presentation Tip 6: Never Go Second Presentations Are Sales Conversations

CHAPTER 11 - Seal the Deal: Negotiating to Close the Sale

Five Principles of an Effective Commitment Strategy Watch for the Green Light Working Out Terms and Conditions Getting Commitment

CHAPTER 12 - What to Do When You Win . . . and When You Don’t

You Can’t Win ’Em All Finding the Gap What about Price? The First Thing to Do When You Win Define the Client Experience Set Milestones Know What You Want to Get

CHAPTER 13 - Making the Second Sale and Beyond

What Is Client Relationship Management? Cultivating Strategic Relationships Keys to Successful Client Relationships The Obstacles You’ll Face

PART 4 - Challenges CHAPTER 14 - The Seven by Seven Seller

The Service Sellers’ Path The Business Adviser The Idea Merchant The Strategist The Project Leader The Change Leader The Relationship Manager The Communicator Mastering the New Seller’s Skills What the Rainmaker Does

CHAPTER 15 - Putting It All Together

What Makes a Great Seller? Developing Sales Superstars Parting Thoughts for Sellers

NOTES ——SELLER’S RESOURCE GUIDE—— ——ABOUT THE AUTHOR—— INDEX Also by Michael W. McLaughlin