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Synopsis

An innovative approach to winning more profitable sales in thegrowing professional services industry

In 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 sale,salespeople 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.

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