Selling Professional Services the Sandler Way

Selling Professional Services the Sandler Way by Evan Polin. paperback edition. ISBN: 9780983261452.

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 ones 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 ones career and deploying them in a slightly different way. Even though most accountants, attorneys, financial planners, or other professionals didnt 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!