Consultative Selling For Professional Services
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Consultative Selling For Professional Services
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Author : Richard White
language : en
Publisher: CreateSpace
Release Date : 2014-03-23
Consultative Selling For Professional Services written by Richard White and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-23 with Business & Economics categories.
Learn how to sell without being pushy. This book will enable you to develop the mindset that is key to being effective at sales, without abandoning your integrity or your status as a trusted adviser. You will gain insights and easy to implement strategies that will help you win more profitable clients, increase income from existing clients, and feel comfortable with selling. Many professionals see sales as a dirty word, and yet to achieve higher levels of financial success and career progression in the world of professional services, you need to be able to find profitable work for both yourself and your associates. Richard White, founder of TheAccidentalSalesman.com, brings you the essence of 17 years of research and experience experience that enabled him to build powerful and loyal clients for the IT consulting firm he worked with. Richard has trained and mentored thousands of trusted advisers to be more effective at selling professional services and to enjoy the process! Today he supports the sales growth of clients ranging from small businesses to blue chip organisations.
Marketing Professional Services
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Author : Michael Roe
language : en
Publisher: Routledge
Release Date : 2012-10-02
Marketing Professional Services written by Michael Roe and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-02 with Business & Economics categories.
Marketing Professional Services is a uniquely focused, incisive and practical introduction to new business planning, marketing and selling skills for those in the professional services sector. It is for professionals who have to sell to professionals. Professionals of all types, from accountants and consultants to surveyors and solicitors who have trained in a specific technical skill will understand the power of good clear marketing practice reading this book. If you have to sell yourself and your service to clients this book shows you: * The importance of winning new business in an increasingly competitive, deregulated market * How to plan for winning new business including a full script for cold calls * The techniques, skills and resources required in order to achieve your goals focusing on the three P's of Preparation, Prospection and Persistence Individual chapters provide you with a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations. The book includes sample interactive conversations and provides a constant source of reference for the professional sales person. It is based on long experience of training in this sector and is a short, practical and appropriate introduction to the key concepts.
Winning The Professional Services Sale
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Author : Michael W. McLaughlin
language : en
Publisher: John Wiley & Sons
Release Date : 2009-08-06
Winning The Professional Services Sale written by Michael W. McLaughlin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-08-06 with Business & Economics categories.
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.
Consultative Selling
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Author : Mack HANAN
language : en
Publisher: AMACOM
Release Date : 2011-03-15
Consultative Selling written by Mack HANAN and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-15 with Business & Economics categories.
When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
Consultative Selling
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Author : Mack Hanan
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 1970
Consultative Selling written by Mack Hanan and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with Business & Economics categories.
Textbook on consultative salespersonhip - gives an introduction to the principles of consultative selling and describes the business management strategies, the profit planning strategies and Motivation to ' personal negotiation' with clients on which the new role of the salesman is based.
How Clients Buy
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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2018-03-13
How Clients Buy written by Tom McMakin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-13 with Business & Economics categories.
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Consultative Selling
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Author : Mack Hanan
language : en
Publisher: AMACOM/American Management Association
Release Date : 1987
Consultative Selling written by Mack Hanan and has been published by AMACOM/American Management Association this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987 with Business & Economics categories.
Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments
How To Develop Professional Selling Skills Techniques Based On Common Sense Ethics
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Author : Anthony J. Danna
language : en
Publisher: Trafford Publishing
Release Date : 2005
How To Develop Professional Selling Skills Techniques Based On Common Sense Ethics written by Anthony J. Danna and has been published by Trafford Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business & Economics categories.
The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.
Selling Services
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Author : Patrick Forsyth
language : en
Publisher: John Wiley & Sons
Release Date : 2003-10-31
Selling Services written by Patrick Forsyth and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10-31 with Business & Economics categories.
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Models For Success In Consultative Selling
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Author : Jefferey Langenbach
language : en
Publisher: Independently Published
Release Date : 2021-08-22
Models For Success In Consultative Selling written by Jefferey Langenbach and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-22 with categories.
Learn how to sell without being pushy. This book will enable you to develop the mindset that is key to being effective at sales, without abandoning your integrity or your status as a trusted adviser. In this book, you will discover: - sell with Integrity and win deals - build a reputation of a reliable, trusted advisor and growth partner - improve your winning odds and grow repeat business - improve your financial success and career progression - develop a brand name that is synonymous with expertise and trust - empower your customers to grow their business exponentially Get your copy today!