Winning the Professional Services Sale av Michael W. McLaughlin

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<b>An innovative approach to winning more profitable sales in the growing professional services industry</b><p>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, <i>Winning the Professional Services Sale</i> 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.</p>