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Selling Professional Services the Sandler Way: Or, “Nobody Ever Told Me I’d Have to Sell!”
Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship.
Times have changed! And if you don’t change along with them … well, you’re not going to enjoy yourself or have as much control over your career as you deserve.
Believe it or not, you can enjoy the process of expanding your client base. How? By taking skills you’ve already mastered and enjoy deploying, and deploying them in a slightly different way. Even though you didn’t go into this career to become a salesperson … even though you’d rather not have to worry about building up or expanding your base of business … even though you think you’re no good at business development … you can leverage the strengths you already have and use on a daily basis, along with some easy-to-learn new skills, to achieve or exceed your business and professional goals.
• Simple, low-impact strategies that make it easy to attract and retain a larger base of business
• Field-tested action plans for making “free consulting” a thing of the past
• Effective, painless networking tools
• Communication tips that transform low-margin (or no-margin) client relationships into high-value, win-win engagements
• Real-life examples and case studies from professionals who went from being low- or no-revenue players to being rainmakers … and who enjoyed the change!
Times have changed! And if you don’t change along with them … well, you’re not going to enjoy yourself or have as much control over your career as you deserve.
Believe it or not, you can enjoy the process of expanding your client base. How? By taking skills you’ve already mastered and enjoy deploying, and deploying them in a slightly different way. Even though you didn’t go into this career to become a salesperson … even though you’d rather not have to worry about building up or expanding your base of business … even though you think you’re no good at business development … you can leverage the strengths you already have and use on a daily basis, along with some easy-to-learn new skills, to achieve or exceed your business and professional goals.
• Simple, low-impact strategies that make it easy to attract and retain a larger base of business
• Field-tested action plans for making “free consulting” a thing of the past
• Effective, painless networking tools
• Communication tips that transform low-margin (or no-margin) client relationships into high-value, win-win engagements
• Real-life examples and case studies from professionals who went from being low- or no-revenue players to being rainmakers … and who enjoyed the change!
- GenresBusinessNonfiction
180 pages, Kindle Edition
First published July 1, 2014
72 people are currently reading
34 people want to read
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Displaying 1 - 8 of 8 reviews
December 3, 2025
Fajne podejście, zwięzła książka i dużo praktycznych przykładów. Chociaż jest bardzo amerykańska.
February 13, 2023
3.5 stars
July 2, 2024
Well, not bad, but not SO useful really. Anyway it might be a good starting point as a mind-changer.
February 13, 2025
Helpful and relevant to the industry I work in.
December 27, 2016
Great read
A great selling system and this book directly relates to financial services. It has been helpful for my registered investment advisory business. It works if you follow the system
A great selling system and this book directly relates to financial services. It has been helpful for my registered investment advisory business. It works if you follow the system
September 25, 2019
Excellent first step for professionals keen in building their book of business
It is an easy read and good first step for professionals who hate selling. Has the framework that you can build on.
It is an easy read and good first step for professionals who hate selling. Has the framework that you can build on.
Read
December 21, 2014Great book for selling professionals like lawyers, accountants and architects and engineers.
February 15, 2015
Presented well
The book is written well and very easy to read. It's a little slow at the beginning and rushed at the end. However, this is a good overview of a popular sales system.
The book is written well and very easy to read. It's a little slow at the beginning and rushed at the end. However, this is a good overview of a popular sales system.
Displaying 1 - 8 of 8 reviews