Selling Professional Services the Sandler Way

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop services, compare rates, or jump ship. Times have changed! And without adapting to the change … well, enjoyment of one's profession and control of their career will become a thing of the past. Selling Professional Services the Sandler Way is for business professionals that want to enjoy the process of expanding their client base. How? By taking skills mastered throughout one's career and deploying them in a slightly different way. Even though most accountants, attorneys, financial planners, or other professionals didn't go into their career to become a salesperson – repurposing current strengths, along with some easy-to-learn new skills, will help to achieve or exceed business and professional goals. Simple, low-impact strategies that make it easy to attract and retain a larger base of business Field-tested action plans for making “free consulting” a thing of the past Effective, painless networking tools Communication tips that transform low-margin (or no-margin) client relationships into high-value, win-win engagements Real-life examples and case studies from professionals who went from being low- or no-revenue players to being rainmakers…and who enjoyed the change!
ASIN: 0983261458
VSKU: DBV.0983261458.G
Condition: Good
Author/Artist:Chuck Polin|Evan Polin
Binding: Paperback
Note: Any images shown are stock photographs and product may differ from what is shown.
Condition Notes: Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing, but the text remains fully legible. Dust jacket may be missing, and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly!