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

An innovative approach to winning new, more profitable sales in the growing professional services industryIn recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way customers buy services. In response, Mastering the Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help customers buyeven if that means potentially losing the sale. 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 customer relationship. Only by fully understanding a sale from every angle, including its impact on the customer's business and career, can salespeople thrive in the new era of the service economy.Michael W. McLaughlin (Portland, OR) is a speaker, writer, and consultant with more than 24 years in the industry. He is the founder and Principal of MindShare Consulting, LLC, which specializes in helping professional services providers improve the profitability of their businesses, and a former partner with Deloitte Consulting.