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

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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.

Michael W. McLaughlin is the coauthor of Guerrilla Marketing for Consultants and a principal with MindShare Consulting LLC, a firm that creates innovative sales and marketing strategies for professional services companies. Before founding MindShare Consulting, he was a partner with Deloitte Consulting.

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Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coaches

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Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants, by business coach C.J. Hayden, lays out a very precise marketing and sales system actually designed to be completely customized for optimal effectiveness by anyone in the service industry. Employing a "cookbook model" to help readers create this individualized action plan, it first shows how to determine which ingredients are missing from current marketing and sales activities and then suggests the specific tools and tactics that will immediately get a successful effort underway. The truly unique part of this book, however, begins in chapter 6, which breaks down Hayden's explicit four-week system into 28 separate sections that are meant to be read and acted upon one day at a time. The volume's final part, called "The Strategies," then outlines a collection of practical "marketing recipes" that correspond to various plans of attack determined earlier in the process. Each offers realistic tips (on topics such as direct contact and follow-up, networking and referral building, and writing and publicity) that directly correspond to the personal goals, strengths, and weaknesses readers already have identified. Further advice and inspirational anecdotes from recognized experts, along with additional resources, are also interspersed throughout the text. --Howard Rothman

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eBay Business All-in-One For Dummies

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Want to become an eBay entrepreneur? Nobody knows more about starting an eBay business than Marsha Collier, and she’s put it all in 1-2-3 order for you in eBay Business All-in-One For Dummies, 2nd Edition.

This all-in-one guide includes nine handy minibooks that cover:

• eBay Basics
• Essential Tools
• Selling Like a Pro
• Sourcing Merchandise
• Presenting Your Items
• Promoting Your Goods
• Storing and Shipping
• Power Selling
• Office and Legal

eBay PowerSeller Marsha Collier shows you how to:

• Set up your business, find and manage inventory, and run your business like a pro
• Equip yourself with the tools that count—eBay’s search engine, online sources of information, the PayPal system, and eBay’s management tools
• Source your merchandise and learn valuable strategies for managing and maximizing sales
• Set up the optimal eBay photo studio and develop and market your eBay Web site
• Learn the ins and outs of online retailing and what it takes to buy and sell online safely and easily
• Find deals on the computer equipment you need
• Promote, market, and show off your goods, all the while keeping your business legal

Before you know it, you too can be a PowerSeller!  Get started today with eBay Business All-in-One For Dummies, 2nd Edition.

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• ISBN13: 9780470385364
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.

Amazon Top Seller Secrets: Insider Tips from Amazon's Most Successful Sellers

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There is a new phenomenon hitting the world of the Internet marketplace. Suddenly, Power Sellers who have made a fortune on eBay are moving their merchandise over to Amazon. After all, the benefits of selling on Amazon are legion sellers have found that they can charge more for their merchandise, avoid upfront fees, and deal with less-demanding customers. The opportunities for selling are endless Amazon now sells products in 42 categories and is the web's number one retailer with more than 81 million customers. As the authors of the popular book "eBay Power Seller Secrets", Debra and Brad Schepp are experts at making big money selling products on the web. Now, in their new book "Amazon Top Seller Secrets" they show readers why Amazon is the marketplace that will bring them more cash and more customers. With this priceless advice, readers can make more profits and build their business without constraints and without all the hassles.

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• ISBN13: 9780814410349
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.

Cold Calling Techniques

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Follow the advice of Stephan Schiffman-America's #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide will help you beat today's cold calling obstacles such as voicemail, caller ID, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. Providing online resources, the anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

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Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers.

Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price--and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including:

* Vision Questions: Tap into a customers' needs and desires for the future * Questions to Uncover Problems: Fix something that's not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth

Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

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Implementing SAP ERP Sales & Distribution

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Your Hands-On Guide to SAP ERP Sales & Distribution Written by senior SAP consultant Glynn Williams, Implementing SAP ERP Sales Distribution is packed with tested, time-saving tips and advice. Learn how to use SAP ERP Central Component 5.0 and 6.0 to create sales documents and contracts, control material and customer master data, schedule deliveries, and automate billing. You'll also find out how to deliver robust financial and transactional reports, track customer and credit information, and interoperate with other SAP modules. Configure and manage the SAP ERP SD module Track sales, shipping, and payment status using master records Create multi-level sales documents and item proposals Develop contracts and rebate agreements Deliver materials and services requirements to the supply chain Plan deliveries, routes, and packaging using Logistics Execution Perform resource-related, collective, and self billing Generate pricing reports, incompletion logs, and hierarchies Handle credit limits, payment guarantees, and customer blocks Integrate user exits, third-party add-ons, and data sharing Configure pricing procedures and complex pricing condition types.

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Secrets of Great Rainmakers: The Keys to Success and Wealth

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In SECRETS OF THE GREAT RAINMAKERS, Jeffrey Fox interviews dozens of businessmen and women who have succeeded in their respective fields. Distilling their advice for other aspiring rainmakers, Jeffrey includes his own commentary. Interviewees include: John Chambers, Cisco Inc.; Jerry Jones, ow ner of the Dallas Cowboys; Mark Cuban, Dallas Mavericks; Wolfgang Puck, Wolfgang Puck Worldwide International; T. Gary Rogers, Dreyer's Grand Ice Cream

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Homebuyers Beware (Intro & Chapter 1): Getting the World's Cheapest Loan

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This is the eBook version of the printed book. If the print book includes a CD-ROM, this content is not included within the eBook version.

Read the following excerpt from Homebuyers Beware: Who-s Ripping You Off Now?--What You Must Know About the New Rules of Mortgage and Credit, Introduction.

The loan shark who bragged about making $40,000 in commissions off of one homeowner contacted me again. Last time we met, we enjoyed filet mignon at an upscale restaurant, Daniel-s Broiler, overlooking Lake Washington, and he divulged to me his secret for overpricing loans, which I revealed to the world in Mortgage Rip-Offs and Money Savers. What would he have to say to me now? I wondered if he-d be angry.

I couldn-t help but shudder at the sound of his voice over the phone, and yet, I couldn-t resist the invitation to meet with him again. I just had to know how his -story- ended. Had he reached his goal of retiring rich while still a young man?

He suggested we get together at Starbucks, quite a step down from the elegant steak house we dined at before, but I didn-t care. For me, it was all about the insider information.

So with a tall skinny DoubleShot in hand, I settled comfortably into a mocha-hued leather chair to hear what Mr. Big Commissions had to say. He wasted no time getting right to the point.

-What if I could show you how people can pay off their 30-year mortgage in seven to ten years without refinancing and without changing their current lifestyle-would you be interested?- he asked. To continue reading, purchase and download now.

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Selling 101: What Every Successful Sales Professional Needs to Know

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Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

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