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 ExecComm 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
ExecComm'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.
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