Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity

by Michael W. McLaughlin

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.

Genres: Business

224 pages, Hardcover

First published August 6, 2009

Reviews

[Nick · Rating 5 out of 5]

Mike McLaughlin has edited the best newsletter for the consultant for a number of years now. As such, he's in a great position to understand the issues and concerns of this curious population. His first book, on guerilla marketing, is a classic on the topic. Now, he's written the best book in years on the sale. Consultants don't sell widgets, or copiers, they sell relationships, and Mike tells you how to get it done.

[Brian · Rating 4 out of 5]

Really a helpful manual for anybody in the PS sales industry. There are some strategies that do not change regardless of what you are selling but the author really precisely points out what is unique about a PS buyer and how to win these buyers over.

[Matt · Rating 5 out of 5]

This read is beyond impactful for anyone in a PS firm.

[Carlos · Rating 3 out of 5]

First half of the book is OK. The other is too tactical, to the point that is not useful.