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Wall Street Journal bestseller Build your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
Selling can be uncomfortable for professional business consultants and executive coaches. The two biggest problems are generating more qualified leads, and turning those leads into actual paying clients. Taking traditional beliefs about how best to "sell" and turning them completely upside down, author Jay Niblick rewrites the sales playbook for the consulting and coaching industry. His proven five-step sales process is specifically designed for independent business consultants and coaches, serving as a common set of rules to grow their practice, deliver more value and generate more revenue. The Profitable Consultant delivers a suite of ready-to-launch tools that will automate readers’ marketing efforts, so they can focus more time delivering revenue-generating services -- to even more clients.
Master the art of what to say in your funnels to convert your online visitors into lifelong customers in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels. Your business is a calling. You’ve been called to serve a group of people with the products, services, and offers that you’ve created. The impact that the right message can have on someone at the right time in their life is immeasurable. Your message could help to save marriages, repair families, change someone’s health, grow a company, or more. . . . But only if you know how to get it into the hands of the people whose lives you have been called to change. By positioning yourself as an expert and telling your story in a way that gets people to move, you will be able to guide people through your value ladder, offer solutions to their problems, and give them the results they are looking for. This is how you change the lives of your customers, and this is how you grow your company. In this updated edition of Expert Secrets, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, gives you the step-by-step strategies you need to turn your expertise into a carefully crafted sales message that will attract your dream customers. Don’t hide inside your business. Implement these story selling techniques now so you can find your voice and gain the confidence to become a leader, build a movement of people whose lives you can change, and make this calling a career.
Leverage Your Gifts and Time, Grow Your Business, Earn More Money, and Enjoy Entrepreneurial Freedom! If you're an entrepreneur, it's likely you went into business not only to be your own boss, but to also use your gifts, experience, and expertise to help others. What if you could do so in a bigger way-and supercharge the entrepreneurial freedom that drives you? You can! With the right tools, knowledge, plan, and action, you can leverage your time, resources, and gifts to impact an unlimited number of people and earn an amazing income. How, exactly? By creating an online program (or a series of online programs) to share your expertise with those who need it. If that sounds appealing, Teach Your Expertise: How to Grow a Business and Become a Success by Creating an Online Class or Program is for you. In it, 20 entrepreneurs share their stories of creating online programs that fueled their freedom and success. These amazing, dedicated, passionate business owners come from a variety of industries and experiences, proving that no matter your background, you have everything you need right now to get started. Each story in this book is unique, but all the stories share one thing in common: they're full of inspiration and practical, actionable advice to get started. If you're ready to gain the confidence and knowledge to create and launch your online program, order your copy today.
Subject matter experts are the most valuable members of any organization—period. They establish vision, forge paths, create products, solve problems, sell customers, define policies, and cure ailments. Companies cannot prosper without them, since unlike non-experts, they provide the scaffolding upon which all other functions of the organization depend. They hold the jewels of knowledge in their organizations and are typically the top performers in their fields. But few company leaders ensure their experts are thoroughly developed as experts and often leave their effectiveness to chance. Alan Berrey addresses the challenges that confront experts and explores the techniques of top performers, including how they apply their expertise and maximize their power. Have you ever wondered how people judge your expertise and why it matters in your career? Beyond Expertise is about the craft of the expert—the artful application of expertise. It is about bringing your expertise out of the dark and maximizing your impact. It is about honing your influence with clients and boosting your authority with colleagues. In short, it is about becoming a compelling agent of change in any environment and with any audience. Alan Berrey is the founder of Expert Dig, Inc., a research and training venture committed to the advancement of corporate experts. With decades-long experience as a subject matter expert, he was CEO of multiple start-ups and vice president of business development at multiple technology companies. He has served clients in high-tech, manufacturing, financial services, telecommunications, transportation, health care, and government.
In this indispensable guide for anyone who must communicate in speech or writing, Schwartzberg shows that most of us fail to convince because we don't have a point-a concrete contention that we can argue, defend, illustrate, and prove. He lays out, step-by-step, how to develop one. In Joel's Schwartzberg's ten-plus years as a strategic communications trainer, the biggest obstacle he's come across-one that connects directly to nervousness, stammering, rambling, and epic fail-is that most speakers and writers don't have a point. They typically have just a title, a theme, a topic, an idea, an assertion, a catchphrase, or even something much less. A point is something more. It's a contention you can propose, argue, defend, illustrate, and prove. A point offers a position of potential value. Global warming is real is not a point. Scientific evidence shows that global warming is a real, human-generated problem that will have a devastating environmental and financial impact is a point. When we have a point, our influence snaps into place. We communicate belief, conviction, and urgency. This book shows you how to identify your point, leverage it, stick to it, and sell it and how to train others to identify and successfully make their own points.
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Technology and increasing levels of education have exposed people to more information than ever before. These societal gains, however, have also helped fuel a surge in narcissistic and misguided intellectual egalitarianism that has crippled informed debates on any number of issues. Today, everyone knows everything: with only a quick trip through WebMD or Wikipedia, average citizens believe themselves to be on an equal intellectual footing with doctors and diplomats. All voices, even the most ridiculous, demand to be taken with equal seriousness, and any claim to the contrary is dismissed as undemocratic elitism. Tom Nichols' The Death of Expertise shows how this rejection of experts has occurred: the openness of the internet, the emergence of a customer satisfaction model in higher education, and the transformation of the news industry into a 24-hour entertainment machine, among other reasons. Paradoxically, the increasingly democratic dissemination of information, rather than producing an educated public, has instead created an army of ill-informed and angry citizens who denounce intellectual achievement. When ordinary citizens believe that no one knows more than anyone else, democratic institutions themselves are in danger of falling either to populism or to technocracy or, in the worst case, a combination of both. An update to the 2017breakout hit, the paperback edition of The Death of Expertise provides a new foreword to cover the alarming exacerbation of these trends in the aftermath of Donald Trump's election. Judging from events on the ground since it first published, The Death of Expertise issues a warning about the stability and survival of modern democracy in the Information Age that is even more important today.
Don't venture into the consulting field without this essential Fieldbook & Companion! Following on the heels of the best-selling Flawless Consulting, Second Edition comes The Flawless Consulting Fieldbook and Companion. Whether you work as a consultant or you work with consultants, this relentlessly practical guide will be your best friend as you discover how consulting influences your business- and real life-decisions and those of others. The Flawless Consulting Fieldbook and Companion is packed with: Sample scenarios Case studies Client-consultant dialogues Hands-on tools Action plans Implementation checklists "Wow! A companion a business owner can't be without! The insights of 30 consultants the caliber of Peter Block is priceless." --Sue Mosby, principal, CDFM2 Architecture Inc. "This book is a companion piece for both the desktop and bedside of those who do consulting full time or in their role as leader. I plan to keep this book close to me to both guide and inspire my work." --Phil Harkins, president, Linkage, Inc.