How to Sell New Business and Expand Existing Business in Professional Service Firms
(Kennedy Information, soft cover, large format)
This is the third book in the "Best Practices Series" (the first two were "How to Write A Proposal" and "How to Market, Establish A Brand and Sell Professional Services." This final book focuses on the acquisition of new business and expansion of existing business for those selling professional services. The book covers high-leverage areas such as overcoming the basic resistance areas, maximizing initial sales, creating unique value propositions, using "turn-around" tactics, and establishing annuities.
The book includes a CD with actual role plays involving Alan and two associates as they switch buying and selling roles and then debrief on what worked and what didn't. This CD is absolutely unique-Alan's never done one like it-and has been long requested by his readers.
Price: $149.00
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