Selling Professional Services the Sandler Way Or, Nobody Ever Told Me I’d Have to Sell!
Chuck Polin · Evan Polin
Dec 2020 · Gildan Media · Narrated by Tom Parks
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5 hr 39 min
Unabridged
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About this audiobook
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.
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.
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About the author
Chuck Polin, CEO, brings more than forty years of sales, sales management, and corporate executive experience to The Training Resource Group. He has managed numerous sales forces, directed various marketing campaigns, and was president of a Fortune 500 company division.
Since recording his first book for the Kansas Audio Reader Network in 1985, Tom Parks has enjoyed giving voice to stories. He has been nominated for Audie Awards and has received several AudioFile Earphones Awards, and reviewers have described his performances as "conversational," "energetic," and "sincere."
David Mattson is CEO and a partner at Sandler Systems, Inc., an international training and consulting organization headquartered in the United States. David is the author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, and coauthor of Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer.
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