By Michael W. McLaughlin, Contributing Editor
From a professional service seller's perspective, clients don't always choose the right firm for the job. You might hear a consultant say, "I know we had the best proposal, but we still lost."
Sometimes sellers kid themselves about the strength of their proposals. Other times it might be that a competitor just outsold them. After analyzing hundreds of services sales, I created the concept of the Seven-by-Seven Seller, which outlines the seven roles you must play to win in today's market, plus the seven skills you must master to be effective in those roles.
Meet the New Services Seller
Most of us will admit that at one time or another we've bought something we didn't really need from a persuasive seller. For some of these persuaders, the "secret" is the gift of gab; for others, it's a subtle misdirection in communicating the facts or a too-good-to-be-true offer that entices buyers to open their wallets.
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