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.

An innovative approach to winning more profitable sales in thegrowing professional services industryIn recent years, professional services providers have had torethink their sales methods and adapt to profound changes in theway clients buy services. In response, Winning the ProfessionalServices Sale argues for fundamental changes in the seller'smindset and sales strategies. Rather than pressing the salesalespeople must help clients buy--the way that works best for eachclient. This new approach gives buyers what they now want in aservices seller: a consultative problem solver, change agent, andsolution integrator, all rolled into one. Author Michael McLaughlinpresents a strategy for winning new business with a holisticapproach to each client relationship. Only by fully understanding asale from every angle, including its impact on the client'sbusiness and career, can salespeople thrive in the new era of theservice economy.

Acknowledgments ixIntroduction xiPART ONE CONNECT 1CHAPTER 1 Seven Realities of Selling Services 3CHAPTER 2 Before You Call (or Meet) Any Client 13CHAPTER 3 Master the Client Interview 23CHAPTER 4 Uncover the Real Problem 35PART TWO COLLABORATE 45CHAPTER 5 When It Pays to Walk Away 47CHAPTER 6 Five Elements of a Winning Sales Strategy 59CHAPTER 7 Who Cares about This Sale . . . and Why? 75CHAPTER 8 Shift Happens: Predicting Surprises 85CHAPTER 9 The Perfect Sales Proposal 95PART THREE COMMIT 111CHAPTER 10 The Art of the Sales Presentation 113CHAPTER 11 Seal the Deal: Negotiating to Close the Sale 127CHAPTER 12 What to Do When You Win . . . and When YouDon't 139CHAPTER 13 Making the Second Sale and Beyond 149PART FOUR CHALLENGES 159CHAPTER 14 The Seven by Seven Seller 161CHAPTER 15 Putting It All Together 173Notes 183Seller's Resource Guide 187About the Author 191Index 193Also by Michael W. McLaughlin 201