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WINNING THE PROFESSIONAL SERVICE SALE Unconventional Strategies Sales Pro Book
Condition:
“The book is in LIKE NEW condition. The text is very lightly handled, clean, free of markings. The ”... Read moreabout condition
Postage:
Located in: Canton, Georgia, United States
Delivery:
Estimated between Mon, 15 Jul and Mon, 22 Jul to 43230
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Seller assumes all responsibility for this listing.
eBay item number:374230170450
Item specifics
- Condition
- Like New
- Seller Notes
- Original Language
- English
- ISBN
- 0470455853
- EAN
- 9780470455852
- Binding
- TC
- Book Title
- Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
- Item Length
- 9 in
- Publisher
- Wiley & Sons, Incorporated, John
- Publication Year
- 2009
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 0.9 in
- Genre
- Business & Economics
- Topic
- Marketing / General, Personal Success, Sales & Selling / General
- Item Width
- 6.4 in
- Item Weight
- 13.9 Oz
- Number of Pages
- 224 Pages
About this product
Product Information
"Attention rainmakers: this is the book youve been looking for. And if youre not a rainmaker, today is a great day to start." -- Seth Godin , author of Tribes "The economy calls for bigger, smarter, more realistic, and more effective ways of selling professional services. This book is filled with bigger, smarter, more realistic, and more effective ways. Its just the ticket for the times." -- Jay Conrad Levinson , the "father of guerrilla marketing" "Michael McLaughlin is a gifted rainmaker who has given us the final word on how to win complex sales. This immensely practical book is rich in the detailed how-to that will enable readers to connect with clients and consistently gain their commitment to mission-critical programs and projects." -- Andrew Sobel , author of All for One and Clients for Life "Whether you sell services or manage a team that sells, Winning the Professional Services Sale is a must-read book. Read it from start to finish, or just open to any chapter, and youre sure to find insights that will tip the scales toward your offering in any sales effort." -- Jeffrey Fox , bestselling author of Rain: What a Paperboy Learned About Business "This book clears away decades of confusion and sales mumbo jumbo, simplifying the process into three logical steps: connect, collaborate, and commit. For accountants, lawyers, engineers, scientists, and a whole range of professionals who dont necessarily see themselves as salespeople, this is an elegant, logical way to understand and master the process." -- Tom Sant , founder of Hyde Park Partners and author of Persuasive Business Proposals "With this book, McLaughlin continues his insightful contributionto the under-standing of how to market and sell professional services. It is a practical guide to face-to-face selling for professionals." -- Ford Harding , author of Rain Making and Creating Rainmakers "This is a timely book that makes a compelling case for taking a much more systematic approach to selling professional services, especially in the current economic climate." -- Fiona Czerniawska , coauthor of Business Consulting and cofounder of sourceforconsulting.com
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0470455853
ISBN-13
9780470455852
eBay Product ID (ePID)
71836747
Product Key Features
Book Title
Winning the Professional Services Sale : Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Format
Hardcover
Language
English
Topic
Marketing / General, Personal Success, Sales & Selling / General
Publication Year
2009
Illustrator
Yes
Genre
Business & Economics
Number of Pages
224 Pages
Dimensions
Item Length
9 in
Item Height
0.9 in
Item Width
6.4 in
Item Weight
13.9 Oz
Additional Product Features
Intended Audience
Trade
Lc Classification Number
Hf5438.25.M399 2009
Table of Content
Acknowledgments ix Introduction xi PART ONE CONNECT 1 CHAPTER 1 Seven Realities of Selling Services 3 CHAPTER 2 Before You Call (or Meet) Any Client 13 CHAPTER 3 Master the Client Interview 23 CHAPTER 4 Uncover the Real Problem 35 PART TWO COLLABORATE 45 CHAPTER 5 When It Pays to Walk Away 47 CHAPTER 6 Five Elements of a Winning Sales Strategy 59 CHAPTER 7 Who Cares about This Sale . . . and Why? 75 CHAPTER 8 Shift Happens: Predicting Surprises 85 CHAPTER 9 The Perfect Sales Proposal 95 PART THREE COMMIT 111 CHAPTER 10 The Art of the Sales Presentation 113 CHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127 CHAPTER 12 What to Do When You Win . . . and When You Don't 139 CHAPTER 13 Making the Second Sale and Beyond 149 PART FOUR CHALLENGES 159 CHAPTER 14 The Seven by Seven Seller 161 CHAPTER 15 Putting It All Together 173 Notes 183 Seller's Resource Guide 187 About the Author 191 Index 193 Also by Michael W. McLaughlin 201
Copyright Date
2009
Lccn
2009-008844
Dewey Decimal
658.85
Dewey Edition
22
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:374230170450
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Item location:
Canton, Georgia, United States
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| Postage and handling | To | Service | Delivery*See Delivery notes |
|---|---|---|---|
| US $5.95 (approx PHP 349.26) | United States | Economy Postage (USPS Media MailTM) | Estimated between Mon, 15 Jul and Mon, 22 Jul to 43230 |
| Handling time |
|---|
| Will usually post within 20 business days of receiving cleared payment. |
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Sales Tax for an item #374230170450
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| Return policy details |
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| The seller will not accept returns for this item. |
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