Review: Winning the Professional Services Sale

Consultants know all too well how hard it is in the current environment to close that sale. Economic conditions, thorough procurement practices and a more competitive landscape have all made it more difficult to get a client to commit. As author Michael W. McLaughlin points out in Winning the Professional Services Sale , clients are now calling the shots and just being a good salesperson isn't nearly good enough. Today, you must be able to draw clients to you with your ideas and identify clients' real problems to become a business partner. The book draws on McLaughlin's more than 20 years in management consulting and professional services industry and includes key concepts such as five elements of a winning sales strategy, the perfect sales proposal and when it pays to walk away. The last one may be the most important.