Selling Professional and Financial Services Handbook / Wiley Finance Editions (PDF)

An effective strategic framework for successful face-to-face
selling for financial services industry professionals

Times are very tough for people who sell professional services and
Selling Professional and Financial Services Handbook offers
a new solution proven in practice. The book describes methods
the authors have used and taught since the 1990s, most recently at
a major consulting firm, where they led a Global Business
Development team to revenue gains of 500% over six years -- in
a period that included the recession of 2008-10.

The solution is not any new twist on face-to-face selling
techniques or the art of persuasion. It's a strategic
approach built around a simple fact: the markets are tight
but far from static. Even with lean budgets, client companies must
respond to urgent changes and emerging threats in their industries.
Thus they will buy services from the sellers who can help them
detect, understand, and cope with what's coming their
way.

This handbook outlines a systematic way of becoming such a
valued resource. Readers learn to scan the horizon for early
signs of "rock-ripple events." Major changes in the
business world often spring from new developments that are little
noted or heeded, at first, by the client companies soon to be
affected by them. But like a rock dropped in a pond, these
events set off ripples that sweep through entire industry sectors,
creating must-have service needs.

The book is written for everyone who sells, or is responsible
for selling, professional services. This includes but is not
limited to: law firms, consulting firms, finance industry, public
relations, engineering, and architectural services.

Readers who can benefit from the dynamic approach hold a
variety of positions. They include:

* Attorneys, consultants and other practitioners who must sell
their services as well as execute.

* CEOs, equity partners, practice-area leaders, functional and
divisional leaders

* Private Equity or Venture Capital executives

* Sales or business-development professionals, from entry level
to senior level

* Sales and marketing managers

But the book is for sellers in every category who need a
new and better approach to selling. Many, even the most
skilled, simply have not adjusted to the new normal of
today's economy. They persist with old strategies that cannot
be as productive as they once were, such as pursuing one-off
opportunities (which are too few and too hard to win in lean times)
or old-style "relationship selling" (which gains little
if any traction). Selling Professional and Financial
Services Handbook gives all such readers a new strategic
framework within which to apply their face-to-face selling
skills. It is an approach that puts them in position to win
-- so they can sell from ahead of the game, instead of
struggling to keep up with it.