|
The SalesGame: A Guide to Selling Professional Services
provides professionals with a practical approach to improving business
development performance. This approach makes business development seem more like
fun and less like work. The goal of the SalesGame is to convert qualified leads
into enthusiastic clients that generate rewards commensurate with the value
received. The book describes how to achieve this goal by:
|
 |
|
• |
Outlining the six distinct stages professionals can use to manage the business
development process, including creating and qualifying leads, shaping the
service, closing and assuring client enthusiasm.
|
|
• |
Providing a core communications tool (The Ground Rule) to “connect” with clients
and prospects, gather information, define buying criteria and handle objections
|
|
• |
Describing a fundamental technique (The Scorecard) to qualify leads, create
value, implement strategy and differentiate a service
|
|
• |
Presenting best practices and specific techniques for closing in every stage of
the business development process
|
|
• |
Describing the most effective opening and questioning techniques
|
|
• |
Providing a nine point checklist to tie the book’s concepts to an efficient and
effective planning process
|
If professionals
want to improve their business development “game”, be more efficient and
effective, have more fun and a better winning percentage, they will find the
SalesGame book an invaluable resource.
|
|
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!
-CM
|
|
|
|