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Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business
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"Many great coaches and consultants have the dedication, education and experience needed to help others. They are just missing clients! Seal the Deal shows you how to solve this problem and helps you turn great talent into a great business. This is an important book!" -- Marshall Goldsmith, America's pre-eminent executive coach
"Seal the Deal is a cogent, coherent and comprehensive approach to business development. Don't miss it!" -- Ken Blanchard, Co-author The One Minute Manager and Leading at a Higher Level
"Seal the Deal, more than a traditional book, is a series of powerful coaching sessions dealing with a big breakdown that many excellent coaches and consultants face today: they don't know how to sell their services to organizations. Suzi Pomerantz not only knows, she can also coach us so we can learn that critical ability." -- Julio Olalla, President, Newfield Network, Inc.
"With Seal the Deal, Suzi Pomerantz masterfully guides new and experienced professionals alike to grow their business to the next level. Suzi reminds us that selling is not about being inauthentic, it's about clear, honest communication and cultivating win-win relationships." -- Karlin Sloan, Author of Smarter, Faster, Better; Strategies for Effective, Enduring, and Fulfilled Leadership
About the Author
- Item Weight : 1.05 pounds
- Paperback : 356 pages
- ISBN-10 : 0874259347
- ISBN-13 : 978-0874259346
- Dimensions : 6 x 0.81 x 9 inches
- Language: : English
- Best Sellers Rank: #2,785,072 in Books (See Top 100 in Books)
- Customer Reviews:
Top reviews from the United States
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I'm a consulting psychologist and executive coach in the San Francisco, California Bay Area specializing in helping companies and law firms assess, select, coach and retain emotionally intelligent leaders and lawyers. A lot of my marketing efforts have been more passive (article writing, website, media interviews etc.). "Seal the Deal" got me to change my mindset to spend a lot more effort in these tumultuous times on sales.
I love Suzi's coach approach to relentlessy set up appointments with potential clients. I am also fully supportive of her high level of professionalism regarding having the confidence to be appropriately paid for your consulting and coaching services and not offering free "sample sessions".
I have been recommending "Seal the Deal!" to many of my executive coaching and leadership development clients. My clients also report that Suzi's sage advice is helping them achieve higher levels of success.
"Seal the Deal!" is the perfect antidote to feeling stressed out about the economy and focusing your energy more productively on getting new business. Suzi's voice goes with me now whenever I make a sales call!
Dr. Maynard Brusman
Consulting Psychologist & Leadership Coach
Trusted Advisor to Law Firm Partners
Co-Author of Legacy Leadership: The Leader's Guide to Lasting Greatness
Seal the Deal is subtitled "The Essential Mindsets for Growing Your Professional Services Business". However, I think it is a great book for anyone who has a product or service to sell - including themselves. Ms. Pomerantz describes a critical trinity of networking, marketing and sales, and the sweet spot at the intersection of all three.
Ms. Pomerantz provides the reader with ten easy to understand and follow steps - all of them based on teleseminars she has conducted - to getting more business. I like this approach. I am a fan of teleseminars. Ms. Pomerantz provides transcripts of actual teleseminars. This approach kept me engaged because of the anecdotes she shares that demonstrate the real world relevance of and examples of each of the ten steps.
This format also allows the reader to treat the book as a 10 week self study course; as Ms. Pomerantz provides the actual worksheets she uses in her teleseminars to assist the reader in putting the ideas in her book to work. In my experience, too many people -- me included - fail to actually put the ideas in the books we read to use. Seal the Deal makes it really easy to put Ms. Pomerantz' ideas to work.
Ms. Pomerantz is very knowledgeable in her topic. She is a Master Certified coach, who has been coaching executives for over 13 years. She has worked in over 100 organizations world wide, including seven Fortune 100 companies.
I sell professional services, so I found this book to be especially interesting. I like it because Ms. Pomerantz takes a no nonsense, common sense approach to helping readers find their own sales sweet spot. Near the end of the book, there is a chapter entitled Integrating It All. Ms. Pomerantz really pulls things together nicely in this chapter. She offers a personal action plan worksheet and several very valuable checklists:
* 8 Visioning Ideas
* 13 Networking Ideas
* 12 Marketing Ideas
* 12 Sales Ideas
I especially like her Mental Positioning Checklist that includes such important bits of wisdom as:
* Be a connection seeker.
* Ask "How can I help?" Focus on service, taking care of others and being helpful.
* Do what you do - and think referrals.
* Listen more than you speak.
* Provide exceptional service by making bold promises and over-delivering.
* You are always in a sales conversation: either you're selling, or you're being sold to.
* Adopt an abundance mentality. You can make a difference and make oodles of money. There are dynamic laws of prosperity. You can read about them in Catherine Ponder's book, The Dynamic Laws of Prosperity.
I'm going to pick up a copy of Ms. Ponder's book. If Suzi Pomerantz recommends it - that's good enough for me.
Seal the Deal is a book that any leader or small business owner should read. Not only that, if you work the worksheets, you'll be well on your way to sealing all of the deals you want - whether with the people you lead, or the customers you serve.
Top reviews from other countries
For me the agression of constantly calling back, focusing on 'getting the appointment' instead of building the relationship has a North American cultural approach (and I am American!) that just doesn't fit here in Europe. So anyone dealing with the US will probably find this an aligned booster for their marketing. Outside of that space, I'm not so sure.