Seth Godin, author ofTribes
"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. It′s 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 you′re 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 don′t 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 contribution¿to 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
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
Seller’s Resource Guide 187
About the Author 191
Also by Michael W. McLaughlin 201