The Reality of Selling Professional Services—The Members-Only Interview with Michael McLaughlin

RainToday.com's Podcast: Marketing & Selling Professional Services

Service professionals know everything they need to sell their services. It's how they organize that information and how they approach prospective clients that determines whether or not they make the sale. In this podcast, Michael McLaughlin, author of Winning the Professional Services Sale, talks about the seven realities of selling professional services and how services professionals can convert a sales lead into a paying client. In particular, he explains the importance of the "Four Cs":

• Connect—How well you connect with a client
• Collaborate—How well you collaborate with a client
• Commit—How to sell the job and get commitment from both the buyer and the seller
• Challenges—How to handle the challenges of managing the sales process

If you do those well, and don't overtly push the sale, you will succeed.