Selling Professional and Financial Services Handbook
By Scott Paczosa and Chuck Peruchini
()
Currently unavailable
Currently unavailable
About this ebook
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.
Related to Selling Professional and Financial Services Handbook
Titles in the series (100)
The Securitization Markets Handbook: Structures and Dynamics of Mortgage- and Asset-backed Securities Rating: 0 out of 5 stars0 ratingsMergers: What Can Go Wrong and How to Prevent It Rating: 0 out of 5 stars0 ratingsRisk Budgeting: Portfolio Problem Solving with Value-at-Risk Rating: 0 out of 5 stars0 ratingsFinancial Modeling Using Excel and VBA Rating: 0 out of 5 stars0 ratingsMiddle Market M & A: Handbook for Investment Banking and Business Consulting Rating: 4 out of 5 stars4/5Financial Simulation Modeling in Excel: A Step-by-Step Guide Rating: 3 out of 5 stars3/5Investment Manager Analysis: A Comprehensive Guide to Portfolio Selection, Monitoring and Optimization Rating: 4 out of 5 stars4/5Salomon Smith Barney Guide to Mortgage-Backed and Asset-Backed Securities Rating: 0 out of 5 stars0 ratingsInvestor's Guide to Loss Recovery: Rights, Mediation, Arbitration, and other Strategies Rating: 0 out of 5 stars0 ratingsThe Risk Management Process: Business Strategy and Tactics Rating: 4 out of 5 stars4/5Business Exit Planning: Options, Value Enhancement, and Transaction Management for Business Owners Rating: 5 out of 5 stars5/5Distress Investing: Principles and Technique Rating: 4 out of 5 stars4/5Risk Transfer: Derivatives in Theory and Practice Rating: 0 out of 5 stars0 ratingsQuantitative Methods in Derivatives Pricing: An Introduction to Computational Finance Rating: 2 out of 5 stars2/5Asian Financial Statement Analysis: Detecting Financial Irregularities Rating: 0 out of 5 stars0 ratingsStrategic Corporate Tax Planning Rating: 0 out of 5 stars0 ratingsInvestment Guarantees: Modeling and Risk Management for Equity-Linked Life Insurance Rating: 3 out of 5 stars3/5International Applications of U.S. Income Tax Law: Inbound and Outbound Transactions Rating: 0 out of 5 stars0 ratingsThe Business of Options: Time-Tested Principles and Practices Rating: 0 out of 5 stars0 ratingsThe Mechanics of Securitization: A Practical Guide to Structuring and Closing Asset-Backed Security Transactions Rating: 0 out of 5 stars0 ratingsPrivate Equity: Transforming Public Stock to Create Value Rating: 0 out of 5 stars0 ratingsEquity Derivatives: Theory and Applications Rating: 0 out of 5 stars0 ratingsPrivate Equity: History, Governance, and Operations Rating: 0 out of 5 stars0 ratingsHow to Create and Manage a Hedge Fund: A Professional's Guide Rating: 4 out of 5 stars4/5The Handbook for Investment Committee Members: How to Make Prudent Investments for Your Organization Rating: 0 out of 5 stars0 ratingsTechnology Valuation Solutions Rating: 0 out of 5 stars0 ratingsThe Exchange-Traded Funds Manual Rating: 0 out of 5 stars0 ratingsDerivatives: Markets, Valuation, and Risk Management Rating: 0 out of 5 stars0 ratingsModern Investment Management: An Equilibrium Approach Rating: 4 out of 5 stars4/5Energy and Power Risk Management: New Developments in Modeling, Pricing, and Hedging Rating: 1 out of 5 stars1/5
Related ebooks
How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone Rating: 0 out of 5 stars0 ratingsROI For Nonprofits: The New Key to Sustainability Rating: 0 out of 5 stars0 ratingsOrdinary People, Extraordinary Profits: How to Make a Living as an Independent Stock, Options, and Futures Trader Rating: 0 out of 5 stars0 ratingsEffective Operations and Controls for the Small Privately Held Business Rating: 0 out of 5 stars0 ratingsTrading in the Zone: Maximizing Performance with Focus and Discipline Rating: 0 out of 5 stars0 ratingsThe McGraw-Hill 36-Hour Course Product Development Rating: 5 out of 5 stars5/5Major Account Sales Strategy (PB) Rating: 3 out of 5 stars3/5The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof Rating: 0 out of 5 stars0 ratingsThe Fundamentals of Business-to-Business Sales & Marketing Rating: 5 out of 5 stars5/5Passionate and Profitable: Why Customer Strategies Fail and Ten Steps to Do Them Right! Rating: 0 out of 5 stars0 ratings201 Ways to Turn Any Employee Into a Star Player Rating: 4 out of 5 stars4/5The McGraw-Hill 36-Hour Course: Organizational Development Rating: 5 out of 5 stars5/5The Essential Guide to Managing Small Business Growth Rating: 0 out of 5 stars0 ratingsMe, Inc. How to Master the Business of Being You: A Personalized Program for Exceptional Living Rating: 0 out of 5 stars0 ratingsGimme! The Human Nature of Successful Marketing Rating: 0 out of 5 stars0 ratingsSPIN Selling Rating: 4 out of 5 stars4/5Sales Techniques Rating: 0 out of 5 stars0 ratingsCustomize the Brand: Make it more desirable and profitable Rating: 0 out of 5 stars0 ratingsEngaging Learning: Designing e-Learning Simulation Games Rating: 5 out of 5 stars5/5Working With Agencies: An Insider's Guide Rating: 0 out of 5 stars0 ratingsYour Gut is Still Not Smarter Than Your Head: How Disciplined, Fact-Based Marketing Can Drive Extraordinary Growth and Profits Rating: 0 out of 5 stars0 ratingsThe Manager's Guide to Fostering Innovation and Creativity in Teams Rating: 0 out of 5 stars0 ratingsMake Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces Rating: 0 out of 5 stars0 ratingsThe Product Manager's Desk Reference, Third Edition Rating: 0 out of 5 stars0 ratingsHow to Raise Capital: Techniques and Strategies for Financing and Valuing your Small Business Rating: 4 out of 5 stars4/5The Six Sigma Leader: How Top Executives Will Prevail in the 21st Century Rating: 0 out of 5 stars0 ratingsThe E-Commerce Book: Building the E-Empire Rating: 5 out of 5 stars5/5
Finance & Money Management For You
The Intelligent Investor, Rev. Ed: The Definitive Book on Value Investing Rating: 4 out of 5 stars4/5The 7 Habits of Highly Effective People: 15th Anniversary Infographics Edition Rating: 5 out of 5 stars5/5Strategy Skills: Techniques to Sharpen the Mind of the Strategist Rating: 4 out of 5 stars4/5The Richest Man in Babylon Rating: 4 out of 5 stars4/5Family Trusts: A Guide for Beneficiaries, Trustees, Trust Protectors, and Trust Creators Rating: 5 out of 5 stars5/5The Great Awakening: Defeating the Globalists and Launching the Next Great Renaissance Rating: 4 out of 5 stars4/5The Psychology of Money: Timeless lessons on wealth, greed, and happiness Rating: 5 out of 5 stars5/5How to Make Money in Stocks: A Winning System in Good Times and Bad, Fourth Edition Rating: 5 out of 5 stars5/5The Book on Advanced Tax Strategies: Cracking the Code for Savvy Real Estate Investors Rating: 4 out of 5 stars4/5The Lifestyle Investor: The 10 Commandments of Cash Flow Investing for Passive Income and Financial Freedom Rating: 5 out of 5 stars5/5The Great Reset: And the War for the World Rating: 4 out of 5 stars4/5Good to Great: Why Some Companies Make the Leap...And Others Don't Rating: 4 out of 5 stars4/5Financial Words You Should Know: Over 1,000 Essential Investment, Accounting, Real Estate, and Tax Words Rating: 4 out of 5 stars4/5Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life Rating: 4 out of 5 stars4/5Just Keep Buying: Proven ways to save money and build your wealth Rating: 5 out of 5 stars5/5Set for Life: An All-Out Approach to Early Financial Freedom Rating: 4 out of 5 stars4/5ABCs of Buying Rental Property: How You Can Achieve Financial Freedom in Five Years Rating: 5 out of 5 stars5/5The Win-Win Wealth Strategy: 7 Investments the Government Will Pay You to Make Rating: 0 out of 5 stars0 ratingsPrinciples: Life and Work Rating: 4 out of 5 stars4/5Wealthology: The Science of Smashing Money Blocks Rating: 3 out of 5 stars3/5Buy, Rehab, Rent, Refinance, Repeat: The BRRRR Rental Property Investment Strategy Made Simple Rating: 5 out of 5 stars5/5Quiet Leadership: Six Steps to Transforming Performance at Work Rating: 4 out of 5 stars4/5
Reviews for Selling Professional and Financial Services Handbook
0 ratings0 reviews