15 of 17 people found the following review helpful
Doesn't cut through the clutter and get to the meat,
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This review is from: Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity (Hardcover)The book argues that times have changed and the prospective client must be dealt with differently. That's true. Using the old presumptive close, for example, no longer works nor should it be attempted. However, I found the book lacked a good deal that actually goes into dealing with prospective clients. And, in some areas, it was just wrong. The part on negotiating, for example --- a good service seller does not cut price without cutting deliverables. That's not the position the book takes.
I have yet to find a book as useful as Harry Beckwith's "Selling the Invisible." I wish I could find one but so far my search is illusive.
However, if you've not read anything on this subject and want to get your feet wet, it can't hurt.
- Susanna K. Hutcheson
Tracked by 3 customers
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Showing 1-5 of 5 posts in this discussion
Initial post: Mar 20, 2010 12:53:15 PM PDT
Michael McLaughlin says:
I appreciate your review, but I'd like to respond to your comments on negotiating because it's such an important part of what services sellers do. When you read the chapter in the book on negotiating, you'll notice that I have suggested that cutting prices without a corresponding reduction in what is delivered to the client is a bad idea.
Here's an excerpt from the book that illustrates the point:
"When facing a request to lower your fee that is not just arbitrary posturing, you have at least three options to consider. First, you can examine the scope of the work and look for areas to trim, thereby balancing the reduction in value for both buyer and seller. So, instead of rolling out your program in all of the offices this year, maybe you postpone some until the next fiscal year when there's a new budget. Second, you can change your approach to shift some of the costs from you to the client. Perhaps you can modify the staffing model to let the client handle more of the tasks than originally planned. Or, you may have options to change the schedule in a way that allows for a reduction in cost.
Third, you can look for new ways to make the project more attractive to either the buyer or the seller. If you've done a good job in your earlier work, you should know the sources of value for your proposal. Be creative and attempt to find (or create) others you didn't think of before. You must always be thinking about more sources of value for the client, so don't stop asking questions about how to boost that value."
Again, thanks for taking the time to post a review.
Posted on Apr 3, 2011 11:29:10 PM PDT
Chris Downing says:
You might want to try the books by Andrew Sobel All For One: 10 Strategies for Building Trusted Client Partnerships or Charles Green. Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships Both these guys have been working in business sales, based on building relationships first, for at least 10+ years - so they know what they are talking about. Michael McLaughlin is the third writer that I follow.
In the end you have to work out your own personalised ways to develop, maintain, and ethically 'use' your relationships for business growth.
I'm getting back into presenting and coaching on business relationships again after being 'away' playing rock guitar for a few years. (A great bio? Wonder how that will play with a business audience? Ha!) I'm avidly reading these three authors, whom I think are the best, alongside getting up to date with my own work and discoveries. If you have any blocking factors, any of them will reply to an email and help - they are all really nice guys. Hope that helps
In reply to an earlier post on Apr 3, 2011 11:31:54 PM PDT
[Deleted by the author on Apr 3, 2011 11:32:10 PM PDT]
Posted on Aug 18, 2011 4:20:34 AM PDT
Mark Hordes says:
Susanna. Suggest you read my book "S-Business: Reinventing the Services Organization." If you're looking for the reality as to how to sell professional services.
Posted on Dec 27, 2012 11:05:12 PM PST
K. Hoffman says:
I think you mean "elusive" NOT illusive Susanna.
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Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity(21 customer reviews)
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