In the SalesGame, professionals follow a six-stage sales process that enables them to explore the lead, shape the service, close the sale, and ultimately, measure client enthusiasm. It is client-centric and service oriented, and as indicated in the Goal of the Game, the focus is having an enthusiastic client.
One of the most beneficial aspects of this framework — this core business development process for professionals — is that it is universal. It can be applied to all new business opportunities whether the attorney, accountant, consultant, engineer or any other professional is pursuing a major prospect or handling a simple request for additional services from a long time client. When pursuing a potential client, it may take professionals years to move through these six stages. When dealing with a client that a professional has served several times before, it may only take a short phone call to move from a lead to a closed opportunity.

Regardless of the type of opportunity or the time that is involved, professionals will be more effective and efficient if they know where they are in the SalesGame and what they have to do to move ahead or "to advance the ball" as one client once described the task. Success can be measured in terms of progress as well as results. Referencing a core process enables them to achieve not only a sense of accomplishment, but also long-term, sustainable results.

I wanted to thank you not only for your very enlightening and thoughtful presentation, but also for all the time and effort that you put into learning about what makes the firm tick. I know that in my own case, the best teaching that you did was in the example you set for all of us as to what can happen when you show up with a plan and a program. Well done, and thanks!


Your sessions together with us are already considered as legendary. When I am discussing business development with my colleagues and partners, we generally refer to what you taught us. I was in a meeting with a potential client yesterday, and I used the ground rule and I tried intensively to find the heart of the matter. Hopefully we will have a new client shortly. Time will tell.


SalesGame knows that selling services is different than selling products. Tom, Diane, and Larry don't come with a one-size fits all model. They used their methodology as the foundation, and then worked with our team to customize a program that met our unique needs. They desired to be a partner in all aspects of the business and became invested in the success of the company as a whole.


SalesGame understands professional services selling, and we needed this expertise and a high-value-added approach because selling to our market is difficult. I know if I apply the principles they espouse, I will be better. If you were to plot our sales revenue before and after they helped us, you would find the results to be definitive.


Our professionals now follow one consistent process for selling. Personally, I now have a logical, thorough approach to get to a prospect's heart of the matter. Tom, Diane, and Larry are unique professionals. They have helped us and shown sincere interest in our success. They apply their own ACE process when dealing with clients.


I believe this will provide a great resource for all our staff who are involved in practice development and will help our professionals WIN!


I'm always impressed by his practical advice that professionals can use to get results for their business development efforts.


Practical, real-world advice that Works. If your livelihood depends on generating new business, buy this book.




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