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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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale

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"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world.

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision.

Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

* Identify and sell to a prospect's business "pain"
* Qualify a prospect
* Build competitive preference
* Define a prospect's decision-making process

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Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

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"Selling high-end luxury creations requires a different set of skills than ordinary selling. Clients have high expectations on the service they receive and base their purchasing decisions more on an emotion than a practical need. Whether it is a diamond bracelet or a sports car the key to concluding the sale lies in how you sell rather than what you are selling.

In Selling Luxury, Robin Lent and Genevieve Tour explore these differences and offer a set of strategies for connecting with customers in the universe of luxury . Rather than sales associates, the luxury market demands "Sales Ambassadors" who represent the brand and who understand the emotional side of a purchase. This requires a multitude of specialized skills, self-motivation, energy, and patience. Through a personalized service each and every time, Sales Ambassadors are able to build lasting customer relationships.

If you want to succeed in the luxury sales game, Selling Luxury introduces you to the skills and approaches that work and shows you how to apply them every day. You-ll learn how to:

• Connect emotionally with customers
• Go beyond your customers- expectations
• Turn every customer contact into a customer experience
• Personalize your customer service
• Use your body language to your advantage and create desire to purchase and own
• Deal positively with customer objections and reservations
• Make additional sales
• Build loyalty through staying in touch with customers

The universe of luxury is no place for traditional hard-sell tactics. Instead, you have to subtly appeal to your customer-s emotions. It takes skill, technique, and a truly personal touch. Selling Luxury shows you how to develop those skills and techniques and make them a key part of your selling style.

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Secrets of Closing the Sale

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Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to: o project warmth, enthusiasm, and integrity o effectively use 100 creative closes o increase productivity and professionalism o overcome the five basic reasons people will not buy o deal respectfully with challenging prospects

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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

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Praise for Mastering the Complex Sale

"Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives."
—Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin

"This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces

of the puzzle together."
—Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.

"Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment."
—Samik Mukherjee, Vice President, Onshore Business, Technip

"Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!"
—Lee Tschanz, Vice President, North American Sales, Rockwell Automation

"Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks."
—Dave Stein, CEO and Founder, ES Research Group, Inc.

"Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels."
—Sven Kroneberg, President, Seminarium Internacional

"Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth."
—Jon T. Lindekugel, President, 3M Health Information Systems, Inc.

"Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference."
—Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

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Source Code Sale.

• ISBN13: 9780471744832
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
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Praise for How to Sell at Margins Higher Than Your Competitor

“This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople.”
–Bill Scale… More >>

How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee