Proposed format:

• Paperback: 311 pages
• Language: English
• Product Dimensions: 20.8 x 16.8 x 2 cm
• Copyright: Guru in a Bottle

Who is it for:

This business book is recommended for any marketing professional, practice head/principal/partner working within professional services such as law, accountancy, finance, financial services, management consultancy, IT, engineering, architecture, medical, marketing consultancy and other professional services disciplines.

What is it about:

This book is about selling high-value consultancy services and solutions to clients face to face. Some contact with your clients may be via telephone, e-mail or in writing but successful performance involves direct contact with clients. The book also aims to encourage performance in a number of areas but in particular after initial contact has been made with clients.

Book Overview:

1. Fundamental principles of selling consultancy services and products
2. Understanding the power of third party endorsement
3. How to differentiate your offering from that of your competitors
4. Managing the client meeting
5. Selling business benefits
6. Influencing skills
7. Creating powerful pitch presentations
8. Key skills and approaches for this stage of the client’s buying process
9. Negotiating from a position of strength and partnership rather than competition
10. Managing the transition from prospect to client

Click here to pre-order a copy of this book

 

We will use the Guru in a Bottle character for branding on the front cover as well as for illustrative use within the book itself, specially drawn for us by leading cartoonist Steve Marchant.

In addition, there will be use of library photographs where appropriate.

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