393 Selling Your Expertise by Robert Chen
The Marketing Book Podcast
How to Close a Deal More Quickly
If the problem is an urgent, then the sales cycle is going to be longer. A painkiller, most people view it as a must have. And if they're asking for a vitamin, they might actually need a painkiller. That's helping them understand the implications of not making a decision.
Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers by Robert Chen
About the Book:
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.
About the Author:
Robert Chen is a Partner at Exec|Comm LLC, a global skills-based training consultancy where he leads the firm’s business development and sales efforts.
In addition to his corporate client work, Robert teaches Advanced Persuasion and Storytelling at the Wharton School for their MBA and Executive MBA programs.
Robert founded Embrace Possibility, a digital media site focused on helping people reach their full potential. In 2013, Robert published his book on goal setting and success, The Dreams to Reality Fieldbook: A Step-by-Step Guide to Get What You Want.
He has shared his perspective on business development, strategic career management, and professional development in numerous articles for Fast Company, Business Insider, and Training Magazine.
Robert holds an MBA from Wharton and double majored in Chemistry and Economics at Cornell University.
And, interesting facts – he has lived in China and Japan, visited the seven continents, got his start in the business world as a student selling Cutco knives and his LinkedIn bio mentions that he is a semi-cool dad at home.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/selling-expertise-robert-chen
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