Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers

Author: Chen Robert

Edition: 1

Number Of Pages: 336

Details: Product Description

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.

From the Inside Flap

Written to help professionals immediately generate more revenue, Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers offers lawyers, accountants, consultants, investment bankers, and other knowledge-based professionals a clear roadmap to build a book of business and cultivate long-term client relationships.
Organized into three parts, the book begins by exploring the mindset necessary to set yourself up for rainmaking success:
Part I walks you through the perceptions and interpretations you’ll need to adopt to overcome common business development challenges.
Part II moves on to specific guidance around the most effective strategies to use based on where your clients are in the sales process.
Part III discusses the core tactics you’ll use to execute your strategies. You’ll discover how to build a stellar reputation to help you land business, grow a personal and professional network that offers value to you and your clients, read a room in real-time, and more.
Each chapter contains a “Practical Tips” section to highlight immediately applicable pieces of advice and closes with reflection questions, metrics, or practice tips to help you apply what you learned.
Selling Your Expertise is an indispensable how-to guide to grow your book of business, expand your practice, and improve your ability to provide value to your clients. If you make a living by providing value and expertise to your clients, this book belongs on your bookshelf.

From the Back Cover

FOREWORD BY HELEN SHAN, EVP and Chief Revenue Officer, FactSet Research Systems Ltd.
PRAISE FOR SELLING YOUR EXPERTISE
“Chen empowers us as professionals to not just deliver our work but to create value by selling. Whether you are a first-timer or a seasoned business developer, new or resistant to selling, Selling Your Expertise will open your mind and heart to greater career opportun

Release Date: 12-04-2022

Package Dimensions: 31x236x540