0
ISBN
9780470522011
Genre
Algemeen
Verschenen
06-08-2009
Bindwijze
Ebook EPUB
Taal
Engels
Uitgever
Wiley
Auteur(s)
Michael W. McLaughlin
Winning the Professional Services Sale
Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
Michael W. McLaughlin
In winkelmandje
Leesfragment
€22,99
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.
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.
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