Winning the Professional Services Sale McLaughlin Michael W.
Winning the Professional Services Sale McLaughlin Michael W. An innovative approach to winning more profitable sales in the growing professional services industryIn recent years, professional…
Specifikacia Winning the Professional Services Sale McLaughlin Michael W.
Winning the Professional Services Sale McLaughlin Michael W.
An innovative approach to winning 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 clients buy services. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies.
Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. 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. Only by fully understanding a sale from every angle, including its impact on the client's business and
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